Associate Manager, National Key Accounts at BIC

MAIN RESPONSIBILITIES / TASKS

• Sales to Customers, ensuring OIS Sales Growth vs Budget expectation in both volume & value.
• Collaboration and alignment with Key Customer Business Strategy to achieve maximum distribution and availability for BIC's range of products.
• Trading Term Negotiations.
• Develop and Implement Key Account Business Plans.
• Negotiate and Implement Key Account Promotional Grid in line with Strategy.
• Negotiate and Implement Key Account Ad-hoc Promotions.
• Manage Business Development Fund as per negotiated promotional grid ensuring growth and ROI.
• Conduct Quarterly Business Reviews.
• New Product Listing and Ranging.
• Provide customer demand to the supply chain team.
• Negotiation and Implementation of Price Increase / Decrease.
• Manage RSP's of Key Strategic lines.
• Gather and Analyze Market Intelligence, Market Trends & Competitor Activity.
• Increase in Market Share across Key Category Segments.
• Analyze Key Customer P&L.
• Other duties as requested.

Key Performance Indicators

• BIC Key Account Net Sales Growth - Measurement: Key Account Report / Sales Analysis.
• Customer Sales Growth - Measurement: EPOS Data/ Insights Reports.
• Market Share Volume / Value Gains - Measurement: IRI.
• Tracking new product listings ensuring numeric and weighted distribution.
• Promotion compliance vs booked Key Account Store Universe.
• BDF and promotional discount Management: ROI vs promotional BDF spend - Measurement: Monthly. Finance Reports.

Experience

• Minimum of 5 years’ sales experience in FMCG at a National Senior Key Account level.
• Understanding of Key FMCG Customers systems & processes.
• Exceptional Key Account Trade Relationships.

Professional Skills

• Key Account Negotiation Skills.
• Demonstrates sound business acumen.
• Computer Literate (MS Word, Power point & Excel).

Profile

• Self Confidence: Sureness about one's self-worth & capabilities.
• Resilience: The capacity to be optimistic, take a long-term view of success & failure & persist in pursuing goals despite obstacles & set-backs.
• Ethical behavior(Honesty): The motivation & orientation to act in an ethical transparent & morally defensible manner.
• Investigative Orientation (Probing/Information seeking): The capacity to ask questions, plan ahead & make effective use of resources & experts to research relevant information.
• Building Relationships: The capacity to put people at ease & build sound relationships based on mutual trust & openness.
• Interpersonal Sensitivity: The capacity to be sensitive to other's feeling, needs, values, views & attitudes & to be courteous & diplomatic when dealing with difficulties or problems others may be experiencing.
• Engaging Diversity: The capacity to respect & relate well to differences in people (in terms of race, culture, nationality, gender, ethics, religion etc.) value diversity of ideas & create an environment in which diverse people can thrive.
• Customer Responsiveness: The willingness to anticipate, recognize & meet the needs of internal & external customers.
• Verbal & Written Communication: The ability to listen actively, present information in a clear manner & respond appropriately to the verbal & written communication of others.
• Active Listening: The capacity to engage with an individual, draw out core elements in a conversation & reflect these empathically.

QUALIFICATIONS

• Proven track record in FMCG Industry.
• 5 years sales experience in FMCG Industry.
• Previous National Key Account Experience

Any Other Requirements

• Willing to travel and meet customers.