Job Description

RISE TO THE CHALLENGE

At PMI, we have chosen to do something incredible. We\'re totally transforming our business and building our future on smoke-free products and beyond with the power to deliver a smoke-free future. We are committed to inclusion & diversity and is proud to be an equal opportunity employer. You\'ll enjoy the freedom to dream up and deliver better brighter solutions and the space to move your career forward in endlessly different directions.

Your \'day to day\'
As a Key Accounts Manager, you will devise strategies/plans for assigned accounts and channel to achieve volume, share and OCI objectives. You will also successfully drive the implementation of the strategies and plans, optimizing availability, pricing and share of space with focus also on program management, knowledge education, trade advocacy, digital adoption, efficiency projects management and relationship-building in all accounts assigned.

You will also maintain a thorough understanding of the major external developments which impact or may impact the tobacco industry and/or PMM in order to translate such issues into business terms and contribute to the implementation of new business strategies, plans or programs that may arise there from.

You will be accountable for;

Key Account Execution of Strategy: (Account Plan)

• Achieve monthly volume and share targets of assigned accounts, trade engagement, digital adoption targets, efficiency targets set for the assigned accounts.
• Work to maximize retail leverage through successful retail partnerships with accounts, delivering the set targets and superior customer service. Turn sales from passive to active in all identified priority accounts.
• Work closely with relevant stakeholders (i.e. Field Team) and provide ongoing guidance and consultancy to the Field Force on application of KA definitions and segmentation, thus, supporting development of Key Accounts expertise within PMM Sales organization.

Key Accounts Strategy & Segmentation: (Account Strategy Development)

• Contribute to the development of the commercial function\'s strategies by developing and proposing Key Account plans in line with the department\'s & PMM\'s objectives.
• Propose contractual targets and ensure timely approval is sought and sufficient resources are obtained to implement approved plans.
• Ensure timely and efficient implementation of the approved strategies and plans to drive active sales.
• Monitor and report on all relevant market information, including competitor intelligence, to improve the company\'s understanding of trade developments and provide an awareness leading to the adjustment of agreed strategies and related plans to ensure continued competitiveness.
• Provide feedback and participate in the co-developing of subsequent strategies in line with business objectives and touchpoint efficiency rationalization strategies.

Budgeting, Reporting & Financial Results:

• Track and report on account performance and utilize appropriate KSI\'s to measure performance against objectives.
• Analyze all results and share trends to identify issues and opportunities in order to contribute to the ongoing development of competitive Key Accounts strategies and plans ensuring continuous improvement of key accounts/banners\' performance.
• Propose and justify account budget needs, including trading term /, trade program / engagement resources and hardware investment in line with R&C and procurement procedures. Manage the budget in a cost-effective manner considering commercial activities to support the agreed strategies and plans whilst regularly monitoring budget utilization and report variances.

Compliance & Legal Framework:

• Ensure that all executions are adequately approved by respective supervisor, External Affairs Manager, Legal Counsel, prior to implementation - to ensure that all activities are in line with local regulatory requirements, internal policies and procedures. Maintain strict controls of all account receivables and ensure compliance with the approved trade terms and procedures set forth in PMI policies.

Relationship and Partnership Management

• Establish and maintain effective business relationships with key partners. Seek business development opportunities within key accounts, design and implement corrective steps, next level strategies for improvement through regular Business Review and Top-To-Top Business Review. Develop joint business plan with the designated accounts through providing business consultancy and expertise. Establish PM, as \'Preferred\' Partners with priority key customers. Identify customer profile and actively participate to develop relationship building platform for all levels.

Contract Management & Negotiation

• Develop / negotiate trading term agreement components relevant to account ensuring strategic agreement that provides PML with a sustainable competitive retail platform whilst in line with PML marketing and legal direction.

Who we are looking for

You will excel in Key Accounts Manager role should you have:

• A Bachelor\'s degree in any discipline
• 6+ years\' experience in an FMCG company, focusing on key account management, sales, merchandising and retailer engagement.
• Responsible for accounts with medium levels of complexity.
• Strong Analytical Skills, Resource Management and Project Management skills
• Strong negotiation and selling skills.
• Result-oriented individual strongly driven by customer centricity and service excellence.
• A team player who is able to work independently, efficiently, and effectively across levels & functions.

Philip Morris International