Ferrero visual

Key Account Manager - Lotus

Job Location: ​Shanghai​


Company description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in 55 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? Nearly 35,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them. 

About the Role:

If you’re looking for a role with variety, this is it. You will start the journey of leading business trend in retail world.  As an Key account Manager for Lotus, you will be in charge of all the Lotus related business management which is including distributor’s national joint sales forecast, obsolete management, and also customer account receivable reconcile & order management as well. This role will be working closely with cross functional team and regional Key account team directly to achieve sales target in all manners.

Main Responsibilities:

Sales Strategy
•Propose to Senior KA manager the planning for the assigned customers at the central level to implement the strategic goals set for the business growth
•Propose to Senior KA manager commercial policy, trade terms and customer plans

Sales Forecast, Budget and Objectives
•Proposes a Sales Budget (volumes, trade spending, etc.) for the Key Accounts assigned
•Allocate KA volumes and trade spending budgets to regions
•Monitors Sales Targets achievement on monthly bases and proposes to national KAM revision where necessary (volumes, value, profits)
•Forecast promotional sku quantities

Customer Plans for the customers assigned
•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 Key accounts and conform compliance with commercial policy

Negotiation Activities with the customers assigned
•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 for the customers assigned
•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
•Respect and improve the Profit and Loss by customer
•Check and calculate distributor trading terms reimbursement

Data analysis
•Collect and analyze key account performances and market trends
•Prepare internal reports for data sharing (scan data, project evaluations, promotions ROI..)

Other tasks assigned by line manager or company

Who we are looking for:

•    Mandatory: Bachelor’s degree or above.  
•    Key account working experience in FMCG industry is necessary.
•    Knowledge of inventory, order management, logistics and supply chain.
•    Knowledge of Order-to-Cash 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.

* Chinese Local Labor contract with local package will be provided for this position.
** Proficiency in English and Mandarin speaking.

How to be successful in the role and at Ferrero:

Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world. 

Requisition ID
Ferrero logo