Key Account Manager

Position purpose:  

Reporting to Brand manager 

Key responsibilities: 

• Full ownership of sales management (to secure balanced sell in to ensure sufficiency for hitting sell through target)  

• Full ownership of trading terms negotiation as well as counter space negotiation. Negotiate, control, and manage trading terms and assigned budgets to reach the most effective conditions. 

• Establish strong business relationship with all Key Accounts 

• Create and maintain good rapport/relationship with store managers and understand the store’s operation process. 

• Planning and presenting reports on account progress, goals, and quarterly initiatives to share with team members, stakeholders, and possible use in future case studies or company training. 

• Develop overall Joint Business Plan to continue improving Key Accounts Performance.  

• Responsible for building and managing P&L for assigned accounts. 

• Responsible to manage sales return to be within company budget and policy. 

Retail Operations: 

• Collaborate with SBM and ROM to achieve SK-II Principal KPI Scorecard (Sell Through, New User Acquisition, Execution Quality, Quarterly Stewardship Audit) 

• Ensure inventory supply sufficiency for both selling and non-selling items (sample, tester, GWP), as well as maintaining healthy stock coverage. 

• Check and know brand daily sales per counter as well as other brands/ competitors. 

• To respond to promoters’ queries and to assist them whenever possible in their dealings with respective floor managers/supervisors. 

Promotions: 

• Initiate proposals, suggestions to Marketing Team on all trade marketing and consumer mechanics related matters. 

• Plan and execute consumer activations at store level to achieve brand’s objectives. 

• Ensure that all stock allocations are prepared and available on the floor on time for normal use and sale periods, as per schedule. 

• Observe, update and analyze competitors’ activities (new launches and promotions) 

Operational: 

• Take lead in coordinating with internal business support from all related functions in order to ensure smooth and efficient operations to support the business growth plan. 

• Accomplish all required reports/feedback to Line Manager on a regular basis in order to update and/or elevate issues to higher management. 

• Developing a solid and trusting relationship between major key accounts and company 

• Resolving key accounts issues and complaints 

• Developing a complete understanding of key account needs 

• Anticipating key account changes and improvements 

• Managing communications between key accounts and internal teams 

• Establishing and overseeing internal budgets with the company and external budgets with the key accounts 

• Meeting all key accounts needs and deliverables according to proposed timelines. 

Others: 

• Weekly: Counter Visit Report 

• Prepare commentary of respective Brands’ Performance in sales 

• Prepare Store Sales Report Analysis on monthly basis. 

Description of Duties: 

• Achieve the sales target 

• Drive sell in to Department Store channel proportionally balanced with Sell Thru performance. 

• Retailer.com, Home Delivery Channel and Sephora omni channel development as growth business driver. 

• Achieve SK-II Principal KPI Scorecard in coordination with SBM and ROM: 

• Thailand market KPI Scorecard (New User Acquisition, Sell Through, Execution Quality) 

• Principal Audit (Full compliance across all business processes as according to Quarterly Stewardship Audit Measures) 

• Continuous engagement with Principal team to get required support and approvals to execute in the market to drive sell-through and new user acquisition. 

• Create strategic plan for annual growth of each customer: identify source of growth, new categories, resources, & opportunities 

• Review customer profitability & productivity per door 

• Provide accurate monthly forecast & validate the order suggestion  

• Proactively creating or supporting sales activity to keep the sales result on track vs budget 

• Lead the discussion with SBM to define the best layout per store 

• Conduct business plan & business review quarterly with the customers including deep analysis of brands, SKUs, & consumer habit 

• Provide calculation for free goods usage forecast (sample, tester, GWP) as according to the sell through target and finalize the annual plan with Principal’s Trade Marketing Manager in coordination with SBM. 

• Provide stock allocation calculation of free goods to counters as according to ongoing campaigns and manage healthy stock level at all counters. 

• Construct annual consumer promotion plan to be within full year promotion policy in coordination with Principal’s Trade Marketing Manager in coordination with SBM. 

• Manage the utilization of Key Consumption Period Days in every counter to be within annual quota. 

• Collaborate with SBM and ROM in Quarterly Stewardship Audit execution ie. audit schedule, retailers’ permit, audit supporting document submission and remediation on audit findings (if any) 

• Collaborate with SBM and Principal’s Brand Manager & Trade Marketing Manager to construct Joint Business Plan for Key Accounts. 

Requirements

• Excellent oral and written communications in the English language 

• Strong Channel/Key Account Management 

• Positive attitude and change management skill, fast response, result-driven with goal-oriented.  

• Strong planning, managerial and organization skills 

• Demonstrated ability to set clear expectations and communicate effectively. 

• Strong negotiation, convincing and problem-solving skills 

• Strong analytical skills, strategic thinking, business planning, Presentation skills, managing multi responsibilities  

• Having experience dealing with Central/ Robinson / The Mall or FMCG customers before will be an advantage 

Benefits

AL , PH , Provident Fund, Group Insurance ,and Dental claims