Key Account Manager

ការពិពណ៌នាការងារ

* Key Responsibilities
Deliver Sales Revenue:
• Deliver financial goal by setting target of key account team and each outlets
• Deploy corrective actions, monitoring performance vs. target regularly
• Propose and discuss the efficiency and effective trade and consumer promotion to support sales volume within own area.
• Participates actively on sales planning & forecasting with key internal stakeholders.
• Conduct market analysis in MT channel: pricing, promotion, consumer trends, packaging, flavors/tastes etc.

Account Strategy/Planning and Execution:
• Develop strategic accounts plan: Supermarket, Hypermarket, CVS etc.
• Define growth opportunities of overall MT market and each accounts to seize market share.
• Work with trade team to improve accounts standards including Facing, MSL, POSM, merchandising, cross-selling and upselling of each strategic accounts.
• Attend trade shows to identify new products opportunity.
• Ensure products are in stock and maintain inventory at trade levels

Activations/Promotions and Visibility:
• Plan and implement all relevant MT promotional programs such as seasonal promotion, price deals, in-store display.
• Participate and engage with fair activity with MT to increase Nabati’s visibility.
• Ensure good visibility of Nabati’s products with correct facing, shelf positioning, replenishment.
• Monitor competitor’s activity and update to internal key stakeholder regularly basis
• Manage strategic MT accounts on FIFO to minimize stock expiry and returns.

Relationship and Cross Functional Management
• Review on contracts with vendors such as (special schemes, promotions and display or Terms and Conditions)
• Build strong relationship with key decision makers or purchasing managers in MT accounts.
• Lead and conduct MT meetings both internal and external stakeholders
• Liase with Trade Marketing/Marketing to align on key activity calendar such as Fair, New Product Launch, or POSM.
• Coordinate with Finance team for AR, payment terms or other terms and conditions to drive better ROI for each strategic accounts

People and Leadership
• Training, coaching and grooming especially newly Salesman / Sales Supervisors.
• Guide new Salesman / Sales Supervisors to perform their roles to full capacity by doing market attachments, coaching etc.
• Support and follow-up with teams to ensure timely list-in and repeat purchases.