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Senior Regional Key Account Manager

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. You will start the journey of leading business trend in retail world. The position with the direct management of National Key Accounts and the supervision of Key Account Managers. The purpose is lead a team to reach sales targets of the customers assigned, developing the business with the Key Accounts with a profitable Profit and Loss, analysing their performance, creating customer plans, following promotional implementation, negotiating with clients contracts and joint business plans, managing the budget assigned and placing promotional orders.

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
•    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
•    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
•    Defines Action Plan by Customer
•    Continuously Monitors Customers Performance
•    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
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.)
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
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:

•    Bachelor’s degree or above  
•    At least 8-year experience in similar role of FMCG industry 
•    Candy or snacks company/industry background is preferred
•    With Strong analytical, people management, account management, negotiation and leadership skills
•    With Market Knowledge: Traditional & Modern Trade, National Retail Structure and Local North Retail structure; Channel & Customer Plan; Commercial Logistics; Sales, Field & Merchandising Processes
•    Proactive, dynamic, responsible, able to work under pressure and meet deadlines, result-oriented 
•    English – fluent
•    Computer skills 

* Chinese Local Labor contract with local salary& benefits package will be offered 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
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