Key Account Manager

The Key Account Manager supports the objective of driving profitable and sustainable market share and net sales growth within assigned key accounts, delivering against the budget and commercial expectations, while executing with respect to standards and qualitative objectives

Responsibilities:

To lead and drive the sales efforts with assigned Key Accounts. Segment all key

customers according to the AP blueprint and allocate resources (time, people) according

to financial objectives and segmentation framework (no of visits, VM support, order intake

modus etc)

To lead the identification and development of new business opportunities in the key

segment. Support the development and implementation of Key Excellence Mgmt by

briefing and utilizing available selling tools and technologies eg Digital Catalogue, B2B

Ordering tools

To coordinate and manage the seasonal sell-in process and Go-to-Market activities with

respect to distribution policies and brand initiatives

To deliver the seasonal sell-in targets for the account(s), agree with account(s) on

expected KPIs / sell-thru targets and monitor the progress. Ensure continuous monitoring

of the Orderbook making sure orders are placed and converted according to agreed

timelines. To seek continuous re-orders opportunities from time to time

To forecast, track and report quantitative and qualitative performance on Key Account

Performance i.e. Sales and Margin, Trade Terms, Orderbook

To monitor and report on customer and competitor performance ie market share,

situation and development, sell-thru performance and ROI on key activities.

Qualification:

Min 5-6 years in Sales focusing on key account management