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(Sr.) Regional Key Account Manager

Job Location: ​Beijing​

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. 

Diversity Statement:

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 of 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.

About the Role:

If you’re looking for a role with variety, this is it. As a Key Account Manager your main focus will be to drive sales development across a number of clients. You’ll work alongside the head of Accounts to build brilliant relationships with a breadth of clients define sales strategies, targets, programs, commercial initiatives and promotional policies. 

Main Responsibilities:

Sales Strategy
•Propose to KAM KA planning for the assigned customers at the central level to implement the strategic goals set for the business growth
•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
Support KAMs to develop the 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  Group of 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  group of 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
Deployment & Control
•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, including issues with credits
•Maintain the assigned assortment through on time listing and code opening
Data analysis
•Collect and analyze key account performances and market trends
•Prepare internal reports for data sharing (scan data, project evaluations, promotions ROI..)
Team Management
•Set targets for a team of Key Account Managers and lead them to reach the goal assigned
•Recruit, coach, evaluate and develop a team of Key Account Manager
•Other tasks assigned by line manager or company

Who we are looking for:

• Min.  Bachelor’s Degree
• At least 8 years’ experience in similar roles
• Fluency in English
• Proven sales experience with a track record of hitting targets
• Experience in category, customer and channel marketing
• Knowledge of Local North Retail structure
• Knowledge of commercial and office software (e.g. Excel, PowerPoint)
• Knowledge of the P&L

How to be successful in the role and at Ferrero:

We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes. 

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