Key Account Manager

PURPOSE OF THE POSITION

To strengthen the relationship/partnership with the key customers in order to drive more volume through the channel. Collaborate through trust with Sales Team, Marketing Team, Trade Marketing Team, Finance and Supply Chain Team and Distributor team.

RESPONSIBILITY

• Achieve agreed sales team target and distributor’s target
• Set objectives and targets KPI for ASO (Area Sales Officers) to maximize productivity
• Develop and execute monthly/quarterly and yearly customer plans (JBP)
• Manage the key accounts strategically and also with business orientation
• Product Management (Forecast, Availability, Listing, Visibility, Shelf Share, Pricing)
• Update yearly contract with key customers (Trading Terms Agreement)
• Recommend and execute sales strategies for both off-line (MOFT) and on-line (E-commerce) channels
• Understand and follow the competitive market situation
• Maximize customer service and take any necessary action to maintain same including the satisfaction of any customer complaints
• Identify and act on cost reduction opportunities
• Set up Standard Operating Procedures to service Key Account Customers
• Build and maintain good relationship with customers to maintain sound business relationships via regular meeting with the customers (joint business plan, business review etc).
• Ensure compliance of team’s activities with HEINEKEN rules and guidelines
• Drive in-store permanent visibility to ensure HEINEKEN offer premium experiences to consumer
• Track shopper profiles and their path to purchase journey to identity channel strategies
• Provide holistic channel dashboard to discuss channel growth activities
• Support NKAM to develop ICP for the MOFT Channel and E-commerce
• Ensure market share performance at highest position by aligning with cross functional teams and influence customers
• Ensure to understand reading the data such as Sell In, Sell Out, Market Vol and Val Share & basket data. Then, convert into decision making

REQUIREMENTS

• Any graduate
• At least 3 years consultative selling experience, working in FMCG Field or Beer industry
• Excellent skills in Microsoft Excel, and Power Point
• Excellent interpersonal and communication skills
• Has demonstrated effective commercial acumen in previous roles
• Has demonstrated effective commercial acumen in previous roles
• Basic understanding of category growth management
• Experience in Key Account Management is a plus
• The ability to lead the implementation of innovation
• Willing to learn and take extra work load and working under pressure.
• Self-motivation to meet and exceed goals and the ability to work in a fast-paced environment.
• Excellent project and deadline management skills
• Highly motivated, quick-learner, self-starter
• Business proficiency in English
• Myanmar is a must