Junior Key Accounts Manager at Danone

About the job

To assist the National Key Account Manager in all aspects of managing a customer, with the objective to grow in NSV and Profitability, through execution of appropriate sales strategies.

KEY AREAS OF RESPONSIBILITY

CUSTOMER / SHOPPER UNDERSTANDING & INSIGHTS

• System expert on Customer Shopper Portals (Dunhumby/Insights)
• Analyzes all relevant information and identifies opportunities
• Assesses Customer Shopper Missions and puts forward recommendations to drive Promotional Plan
• Understands the Shopper missions and aligns instore execution opportunities with SS&I

CATEGORY GROWTH SPACES & SELLING STORY DEVELOPMENT

• Uses basic data on Category / Segment Performance to assess the Category within the Customer (Nielsens)
• Uses internal Growth Spaces in building the customer proposition alignment
• Uses simple analytical tools to build Range & Merchandising recommendations – MSL by Cluster

PROFITABLE REVENUE GROWTH MANAGEMENT

• Post Analysis of promotion against identified ROI%
• Price indexing versus Competitors
• Analyzes and tracks investments within Customer against SKU and gives input into
• MIX/Pricing/Promotion

CUSTOMER MANAGEMENT

• Prepares Customer Reviews for Discussion Monthly
• Uses Customer specific data & Shopper data as inputs
• Prepares for each important negotiation, identifying ‘Must Gets’, ‘Wish List’ and ‘Concessions’
• Managing the Customers Budgeted Spend Process in TTM after sign off from KAM
• Co-ordinate trading term proposals in line with process
• Captures claims within TTM
• Manages events and implements projects efficiently – Trade Shows / Customer Events
• Liaise with NCM & SM in developing briefing docs for Sales force execution
• NPD – All PDF’s; Prop Docs; Listing Trackers; Trade Presenters

DRIVING CUSTOMER PORTAL

• Understands and monitors Customer on line sites and recommends changes (Graphic Contentrelevant)
• Full Logistic / Supply Chain Portal Management (Demand Planning/CSL/Monthly Scorecard/Range and Pricing.
• Leads any CSL issues and highlights to business

SYSTEMS MANAGEMENT & REPORTING

• Manage Customer Portal Interface (where applicable)
• Monitor SOH / Sales Out Data / CSL / Distribution / Pricing
• Captures all Pricing Deals in both Internal and Customer Systems
• Support the National Key Account Manager in pulling reports (Customer Review; Adhoc Reports;
• Nielsen; Trade Intelligence; Masterdata Store Clustering)
• Demand Management – align all promotional activity into internal system (Blue Planner) and ensure
• that Activity is correct and monitored

About you

Qualification(s):

• 3-year suitable degree

Experience:

• 4 years’ experience in a commercial environment

Reason for Essential qualification & Skills:

• Progression to more senior roles and possession of a basic commercial acumen

State specific complexities within the role

• Customer Alignment
• Internal & External Stakeholder Management
• Analytical Skills / Commercial Acumen
• Collaboration & Influence across Customer & Internal
• Strong Systems Management through process