Key Accounts Manager  

Objectives:

• Responsible for the over-all growth and development of modern trade key accounts.
• Delivers quality and consistency of all sales activities in the branch level

Duties and Responsibilities:

Authority

• Approves Promo Work Plan (PWP) proposals of his/her account/s
• Approves Promotional Claims of his/her account/s as aligned with prescribed mechanics of the PWP
• Approves Requisition Slip for Bad Orders (RSBO) Claims of his/her account/s

Accountability

• Delivers assigned targets, monitor progress against objectives. Develop plans to address variation versus targets, provide demand forecast for assigned account/s (per account/ per sku), manage Account Receivables (A/R) / Day Sales Outstanding (DSO) target, daily fieldwork routine and call procedures
• Executes Category and Promotion Plans in assigned account. Analyze promotions in order to understand competitive activities in the account/s and maximize efficiency of promotions. Consistent application of business management and analysis tools and Trade Promotion Funds for the account/s.
• Ensures superior trade presence via the implementation of NA merchandising programs and own innovative merchandising activities
• Leads in the On Time and In-Full (OTIF) execution of national / category specific/ account specific trade marketing activities as prescribed in the Sales Action Brief
• Directly sells the company’s products to trade within assigned account/s and monitors competitive price actions plan for each category
• Leads in the on-time development of account/s specific promo and merchandising activities to ensure competitive and superior NutriAsia brand presence
• Implements and enforces Merchandising and Perfect Store Guidelines in assigned account/s
• Improves skills of his/her Merchandiser/s through regular office and field coaching
• Develops the FoodService Plan, and Financial Viability Analysis for his/her account/s and provide recommendations on how to improve sustainable and profitable growth for NA and his/her account/s
• Conducts account/s joint business planning and review meetings
• Develops and maintain account/s profiles, business planning and review presentations
• Manages relationship with assigned account/s with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key stakeholders. Establishes, builds and maintains strong business relationship with external (account’s Merchandising and Operations teams) and internal customers and resolve customer concerns and issues
• Ensures his/her account/s adhere to ‘pricing/discounting’ policies
• Cascades and deploys Nutri-Asia business directions, programs, and existing and new formulated policies to the account/s
• Reports competitive activities & provides immediate feedback on competitors’ activities and other relevant information from the trade
• Conducts new product introductions
• Manages inventory (for selected accounts)
• Coordinates supply and delivery concerns with account and Value Chain Group
• Conducts regular trade audits and head office calls and prepares valuable after sales reports (talk sheets, trade audit report, etc.)
• Observes timely collection of receivables and proper charging of promo deductions

Communication

• Communicates matters related to food safety, such as but not limited to regulatory requirements, preventive actions, non-conformance, corrective actions, and recalls
• Communicates consistently (weekly and monthly) Business Reviews on his/her account/s performance, achievements, concerns, opportunities, and action plans
• Continuously communicates and shares best practices of his/her account/s to FoodService Organization

• Candidate must have a valid driver's license for field work
• College graduate, preferably a degree course in Business Administration/ Education/ Mass Communications
• With work experience as a Sales Account Manager
• With work experience handling Convenience Store and Drugstore Channel, particularly Philippine Seven (7-Eleven) and Mercury Drug Store accounts
• Knowledgeable with Key Accounts Management (Account negotiation and operations)
• Proven ability to handle multiple accounts, while maintaining sharp attention to details
• Working knowledge in PC-based applications (Windows, Words, Excel and PowerPoint) are required
• Strong analytical, leadership, communication, innovation skills and interpersonal skills and the ability to proactively make things happen
• Ability to analyze and solve complex problems