Key Accounts Manager : Spar & New Business at L'Oréal

Key Job Accountabilities
To service, develop and manage a portfolio of accounts in line with the Brand / BU strategy

• Build a strong partnership and intense working relationships with key accounts.
• Manage accounts sales growth and profitability in line with BU/entity objectives.
• Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, education, merchandising and retail opportunities, profitability, trade terms…
• Monitor the accounts’ performance against business plan and develop alternative strategies when needed.
• Communicate critical business information to the appropriate internal contacts for action.
• Develop and manage the team. Ensure development of expertise and know-how and support organisation changes
• Coordinate and inform field forces on Accounts related developments and priorities.
• Under the supervision of the Commercial Director, build the business plan with the account(s)
• Contribute to the commercial vision by sharing account perspective, risks and opportunities
• Build, accurately forecasts and achieve the account (s) results: turnover, market share, profit
• Plan all growth drivers accordingly
• Prepare and lead the Account (s) negotiations, escalating when relevant. Build the action plan to implement the Division and channel strategy
• Ensureexecution and tracking down to store level and sell out
• Suggest plan adaptation when needed
• Act as the expert of his account to feed a retailer-centric account planning process, to ensure as much alignment as possible
• Build a retailer specific business plan , and a compelling story to get retailer buying in
• Build deep customer intelligence and strong network with key stakeholders at the retailer’s
• Work closely with other departments (Supply, Category Management/ Business development, Finance, Marketing)
• Connect Account key stakeholder of all functions with their L’Oréal counterpart
• Ensure the consistency of L’Oréal voices when speaking to the retailer.

Technical, Professional Competencies Required

• B Com or equivalent business degree
• Ability to build and maintain strong working relationships
• Strong conceptual/creative thinking
• Computer literacy on MSOffice – Advanced Excel proficiency MANDATORY
• Solid administration & organizational skills
• Solid Commercial understanding and sensitivity
• Good negotiating skills
• Sound communication skills (written & verbal), coupled with the effective ability to interact with people at all levels
• Ability to work flexible hours to meet deadlines
• Team player – support the team objectives / sales goals
• Reliable, energetic, proactive, punctual & able to work independently
• Operational SAP Knowledge
• Demonstrated business understanding & ability to synthesize/analyse data and generate insights
• 2 years Key Account Management experience at national level, preferably
• Results driven
• Knowledge of market, customer expectations and brand(s)
• Analytical skills
• Mastering P&L account management
• Strategic thinking skills
• Sales ethics and sensitivity to legal issues and competition law
• Strong excel skills