Group Key Account Manager

To reach sales targets of the customers assigned, developing the business of Key Accounts, analyzing their performance, developing customer plans, negotiating with clients contracts and promotional Activities and following up on in-store implementation. 

Sales Strategy

• Lead and develop KA planning to implement the strategic goals set for the business growth
• Propose commercial policy, trade terms and customer plans for KA nationwide

Sales Forecast, Budget and Objectives

• Proposes to the Commercial Manager a Sales Budget (volumes, trade spending, etc.) for the Key Accounts
• Allocate KA volumes and trade spending budgets to regions
• Monitors Sales Targets achievement on monthly bases and proposes revision where necessary (volumes, profits) 

Customer Plans

• Analyzes current Customer Performance and defines future Business Opportunities
• Defines Customer-specific Goals and Strategy
• Develops SWOT Analyses & Performance Reviews by Customer
• Defines Action Plan by Customer
• Continuously Monitors Customers Performance
• Take actions on issues with credits
• Review regional proposals on National Key Accounts and conform compliance with commercial policy

Negotiation Activities

• Defines and Negotiates Contracts with the Customers assigned
• Develops with the support of Trade Marketing, specific Sales Arguments to achieve the Strategic Goals of the customers assigned
• Negotiates with customers the Annual / Session Promotion Plan according to Marketing plan
• Negotiates implementation of planogram and position at central level, and provides support and guidance to sales field for local implementation

Trade Spending

• Keeps Trade Spending within the Guidelines established by the Ferrero Commercial Policy
• Approves payments
• Ties Trade Spending to specific Business-driving Activities (Promotions, 2nd Placements, etc.)
• Analyses trade spending and ensures the best return on investment

Deployment & Control

• Clearly Communicates to Regional Managers the Agreements reached with Customers and the Action Plan (promotions, etc.) to be deployed on the Market
• Monitors the Actual In-store Deployment of Actions at national level, follow up and coordinates with regional sales teams to ensure local execution is aligned with defined plans and policies
• Evaluates and approves proposals and input from regional sales teams (including KA executives) to ensure alignment with policies at national level
• Monitors Sales, Stocks & Building Blocks KPIs for the customers assigned
• Resolves problems with KA on a national level when required
• Evaluates proposals coming from local team for local KA and gives feedback for execution on a local level

Team Management

• Plan (set objectives according to the company’ development strategy), coordinate and control the performance of subordinates
• Build and coordinate a  professional team
• Regularly discuss performance appraisals with subordinates (performance management)

• Other tasks assigned by line manager or company

• Mandatory: Bachelor’s degree or above. 
• Minimum 8 years in KA management, at least 5 years in team management;
• Trade Spending management experience in all manners
• Strong customer negotiation skills and analytical skills.
• Fluent English.  Computer skills - advanced Excel, PPT, MS Office user.

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Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative, and highly rewarding.
Find out more here.