Job Description

To build strategic relationships with key accounts by driving alignment within the business and maximizing sale opportunities

Responsibilities:

MONT Channel Strategy

1) Manage and execute the MONT vision and strategy focusing on:

• Yearly Business Plan and Must Win Battles
• Brand Planning and Portfolio Strategy
• Channel Insight (Region, Area - Key Account Groups)
• Customer and Consumer knowledge
• Commercial and Sales Best Practice

2) Manage and Report the Key Customers\' Key Performance Indicators

3) Plan and Implement annual customer plans for assigned key accounts to grow business turnover of the Company\'s products

4) To plan, execute attack and convert competitor outlets

Budget Allocation & Control

1) Manage with Senior Key Account Manager the negotiation, profitability of outlet contracts

2) Manage with the Area Sales Manager - Sales Development & Operations the Channel Daily Sales Operations Guidelines and Control Measures

3) Manage monthly the yearly Budget Strategy, including alignment to Brand & Portfolio strategy

4) Execute Pricing strategy and Trade Offers and terms

5) Execute Value Management execution (Price Ladder, Price Elasticity, Price Pack Curve)

6) Manage Channel and Promotion budget

7) Monitor Sales Incentive and alignment to Performance achievement

8) Manage, Monitor and evaluate all Non-Sales Related Spend versus set allocation

Channel Strategy & Planning

1) Collect, monitor and understand channel deviation against plan, by region, area, district, Sub-Trade and outlet in order to maximize regional volume and profit.

2) Work with the respective RSM, Senior Mnaager-Key Account, Key Account Managers and Sales Manager-Planning to formulate a monthly regional action plan

3) Comply with the channel / customer segmentation model

4) Manage the competitor activity report with a clear defense and attack strategy

5) Manage the coordination of Brand and Channel Marketing to maximize channel effectiveness

Effective Cycle Planning

Manage the Efficiency, Effectiveness, Accuracy and Timeliness of the following channel reports:

• Daily Reports
• Tracking Tools
• Monitoring Sell-out
• Forecasting
• Planning

Sales Excellence

1) Ensure that compliance is adhered to with regard to Outlet Classification and alignment to Investment Matrix and Channel POSM Guidelines

2) P&L management - trade offers, contract spent, A&P

3) 6 Steps Key Drivers of Sales

• Contract Management
• Share of Space
• Brand Visibility
• Sufficient Stock Levels
• Price Management
• Promotion Execution

4) Localized Promotion:

Develop, implement and manage a regional / area plan to ensure brand awareness, volume, visibility and profitability

5) National Promotion:

Develop, manage the efficiency, effectiveness, accuracy and timeliness and ensure that execution is in compliance to the designed mechanics

Commercial Excellence

1) Manage the Sales Commercial MWB with the Sales Management Team and supporting departments (if required), clearly establishing a metrics for monitoring compliance against the desired objectives and results

2) Coordinate and execute in line Sales Execution development and support elements, namely:

• Training and Learning Curriculum
• Sales force Structure, Allocation, Recruitment and Retention
• Sales Support tool\'s
• Sales Incentive Program
• PG Strategy, Training and Development

Requirements:

• Possess at least 4 years experience in key account management and strategic planning in an FMCG environment
• Bachelors degree from a recognized University
• Strong analytical skills in key account management, customer mix, and profit management
• Established relationship with key modern on trade customers

Workplace

Shah Alam, MY

Job type

Permanent

Part time / Full time

Full Time

Working Time

Monday - Thursday 8:15am - 5pm

Friday 8:15am - 4pm

We regret to inform only shortlisted candidates will be notified.

Carlsberg