Key Account Manager – Hypermarkets

ACHIEVING COMPANY TARGETS ------------------------- * Ensure sell-in and sell-out volume targets are achieved through account-specific business plans and strategy for the Hypermarket accounts’ calendar of activities hinged from the Brand and Channel strategy ------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------ * Leads total channel profitability by ensuring the Channel and Customer P&L and drives efforts to ensure delivery of volume, value and net sales targets ------------------------------------------------------------------------------------------------------------------------------------------------------- * Full understanding of the S&OP process and ensuring forecast accuracy across Hypermarket accounts ------------------------------------------------------------------------------------------------- * Ensures achievement of the sell-out target of by driving sales via in-store sell-out programs considering inventory in warehouse and in stores ---------------------------------------------------------------------------------------------------------------------------------------------- * Leads total strategic business planning process for the Supermarket accounts ---------------------------------------------------------------------------- * Spearheads and leads negotiations at Head Office level ------------------------------------------------------ * Develop and follow an efficient coverage plan, call cycle that will allow maximum coverage of his/her team members across his accounts -------------------------------------------------------------------------------------------------------------------------------------- * Leads new products sell-in and execution strategy and ensures optimized distribution considering right skus at the right outlets approach ----------------------------------------------------------------------------------------------------------------------------------------- * Establish and nurture a sustainable relationship with key customers  -------------------------------------------------------------------- * Collaborate with the Marketing and Trade Marketing teams to ensure visibility, cut-through and ample quantity of Last 3 Feet materials of key PRPI brands. ---------------------------------------------------------------------------------------------------------------------------------------------------------- * Ensure that commercial and/or brand building objectives are fully leveraged in all existing contracted/supported accounts and spends are maximized -------------------------------------------------------------------------------------------------------------------------------------------------- * Conduct product training with key stakeholders. ----------------------------------------------- * Monitor and report key market trends and propose actions. --------------------------------------------------------- * Track pricing and highlight anomalies as part of the global pricing tool. ------------------------------------------------------------------------- * Monitor and report Grey Market Activity (GMA) in market. -------------------------------------------------------- * Meet weekly/monthly reporting requirements:  Competitors trade activities, price surveys, depletion reports ----------------------------------------------------------------------------------------------------------- * Ensure compliance with Sustainability and Responsibility guidelines ------------------------------------------------------------------- * Leads the monitoring of the Trade Terms Agreement with across all accounts from volume build to sign-off which includes internal and external routing ----------------------------------------------------------------------------------------------------------------------------------------------------- * Evaluate types, quantity and arrange delivery of POS materials required at each account in coordination with Marketing and Trade Marketing. ------------------------------------------------------------------------------------------------------------------------------------------- * Monitor and improve the effectiveness of dedicated third-party personnel. ------------------------------------------------------------------------- * Consolidate and analyze weekly/monthly sales performance versus target, retail/wholesale price surveys and relevant competitive update reports. ----------------------------------------------------------------------------------------------------------------------------------------------- * Regularly evaluates monthly inventory and sell-in/sell-out reports from relevant customers. ------------------------------------------------------------------------------------------- * Ensure A&P and A&D investments are efficiently monitored and managed. --------------------------------------------------------------------- * Oversees timeliness of off premise team’s collection of account receivables with all direct outlets (AR Management). -------------------------------------------------------------------------------------------------------------------- * Lead and set individual KPI’s for the sales executives and to ensure and assist in the achievement of these KPI’s. ------------------------------------------------------------------------------------------------------------------ * Supervises group sales administrative roles; prepare sales order, credit application form and follow-up on order/shipment delivering. ------------------------------------------------------------------------------------------------------------------------------------- ENGAGEMENT ---------- * Establish and nurture close relationships with key customers by ensuring engagement strategy, frequency of calls, quarterly and monthly business reviews and leading top to top engagement with concessionaires – PWM, Blue Mountain, GGFI ------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------ CONVERSION ---------- * Understand the full Modern Off Trade category landscape within the Supermarket sub-channel and share market intel with the commercial and marketing teams --------------------------------------------------------------------------------------------------------------------------------------------------------- BUDGET AND CONTROLS ------------------- * Evaluates all investment activities to ensure that agreed returns are achieved. ------------------------------------------------------------------------------- * Follows the event mechanics and adjusts if needed to get the best possible results ---------------------------------------------------------------------------------- * Leads in ensuring budget management and utilization for Trade A&D and any investments given ------------------------------------------------------------------------------------------- * Ensures compliance to Pernod Ricard S&R initiatives ---------------------------------------------------  **Knowledge and Skills Requirements:** --------------------------------------- * Bachelor’s degree holder  ------------------------- * Minimum 5 years strong experience in modern trade management ------------------------------------------------------------ * Experience in liquor, luxury or FMCG industry is a plus ------------------------------------------------------- * Good command of MS Office. -------------------------- **Personal and behavioral skills:** ----------------------------------- Excellent critical thinking and analytical skills ------------------------------------------------- Organized, with strong result orientation  ------------------------------------------ Entrepreneurial mindset, resourceful and proactive -------------------------------------------------- Energetic and outgoing personality  ----------------------------------- Excellent interpersonal and communication skills ------------------------------------------------ Team player with adaptive mindset --------------------------------- Excellent record in leading high performing team/s -------------------------------------------------- Positive attitude ----------------- **Functional Competencies** --------------------------- Market & Competitive Awareness ------------------------------ Key Customer Management and Strategic Business Planning ------------------------------------------------------- Company & Product Knowledge --------------------------- Selling & Negotiation Skills Operational Policy & Procedure ----------------------------------------------------------- Merchandising Knowledge & Skills -------------------------------- Financial Knowledge & Analysis ------------------------------ Management Information Skills ----------------------------- **Job Posting End Date:** **Target Hire Date****:** 2024-09-01 **Target End Date**: