#1686 Key Account Manager

A company specialized in toys

  • Ho Chi Minh
Job Description:

Reports to: Sales Manager 

Main Purpose of role:

  • To be responsible for maintaining and developing a single/ group of key accounts in order to exceed company set sales and profit targets across range of ‘Must have’ product lines. 
  • Implementing the key account business plan
  • Maximising sales
  • Improving communication
  • Maximising inventory opportunities
  • Forecasting and planning
  • Range and category development
  • Catalogue Layouts (where applicable)
  • Promotions planning
  • Managing in stock/product lifecycle
  • Effective coordination of business activities

Key Responsibilities:

Financials

  • In conjunction with Sales Manager, deliver the financial targets (sales and profitability) for designated key account/s.
  • Relationship Management & Business Planning
  • Establish ongoing business relations with major account buyers
  • Formulate and implement effective sales strategy and promotion plans for key accounts: develop, present and execute plan, sales and promotions, negotiation of trading terms and trade spends. Promotion includes VTA National Programs and Customer centric programs
  • Work in conjunction with Marketing department to formulate the trade promotion programs.
  • Participate in the formal quarterly business review process with key accounts.

Category Management

  • Maximize sales profit through improving shelving and display, implementing promotions and new product launching.
  • Ensure the execution of the marketing plan with key accounts in a timely manner.
  • Implement key store drivers (range, space, promotion and display), working with store planning teams where applicable. Ensure appropriate approvals in place for planograms, end caps, display stands and feature areas/ special events as negotiated with buyers.
  • Work with trade marketing team to propose and review catalogue layouts.
  • Participate in regular local Sales and Marketing meeting

Forecasting & Inventory Management

  • Generating sales forecast/analysis and market insights reports on product trend development and competitors' activities
  • Working with key account forecast, work with buying teams on stock flow (taking into consideration agreed business plan and financial goals
  • Working with Operations team, ensure inventory is available for upcoming events
  • Look at stand-out issues for inventory: discuss possible action plans with key account (e.g. clearance or increase stock weights), communicate issues internally.

Staffing responsibilities: Salesman 

  • Ensure minimum 6 visit per day
  • Measure productivity and quality of call

Key Relationships: Internal: 

  • Sales 
  • Trade Marketing & Merchandising 
  • Operations/Distribution
  • Marketing

Finance External: 

  • Buyers/Store Managers 
  • Stock Control
  • Account Merchandising

Skills/ Knowledge/Experience/  Qualification requirements

CORE COMPETENCIES: 

Professional Know-how

  • University or Diploma graduate in relevant discipline
  • Minimum 5 years in Consumer/Retail Sales and/or Key Account Management
  • Multi-sku/ multi brand sales experience in the local market 

Work Effectiveness & Adaptability:

  • Excellent verbal and written in local language. English Language is an added advantage
  • Ability to articulate ideas and excellent negotiation skills
  • Clear persuasive communicator (written and verbal) including active listening ability 
  • PC literate with good working knowledge of MS Excel, Word, PowerPoint
  • Results oriented, risk tolerant and persistent in fast paced, pressurised environment
  • Good prioritisation and organisational skills 
  • Adapts response to circumstances, flexible in handling change and comfortable working independently. 

 

Problem Analysis & Decision Making:

  • Numerate, ability to analyse data and sales information and use it to generate new ideas

Key Tools/ Process commitment

Tool

1) Customer Promotion Plan

2) Marketing Bulletin

3) Post Mortem Report

4) Allocation list

5) Sell in /Sell thru report

Process

1) Forecast Meeting 

2) Sales & Marketing Meeting

3) Inventory management data

Consultant Manager

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