Key Account, Travel Market (North Asia)
Job Location: Hong Kong
Hong Kong / Singapore
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 more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 38,767 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:
The purpose is to reach sales targets of the customers assigned, developing the business with the Key Accounts with a positive Profit and Loss, analysing their performance, creating customer plans, following promotional implementation, negotiating with clients on contracts and joint business plans, managing the budget assigned and placing promotional orders
• Manage and follow-up important accounts in area and responsibility of 30%-50% (depending on final assigned accounts) of Asia sales
• Give field support to key account coordinator APAC-MEIA in key locations for the company like Taiwan, H.K, Korea, Macau and main focus on PRC
• Understand the culture and needs of the designated area
Main Responsibilities:
Sales Strategy
• Propose annual strategical plans for the key accounts assigned
• Strategy can vary by customer clusters
Sales Forecast, Budget and Objectives
• Propose a sales budget (volumes, trade spending, etc.) For the key accounts assigned
• Monitor and track trade spend monthly
• Monitor sales targets achievement on monthly basis and propose recovery plans in advance when trend is going negative
• Monitors sell out trend
• Initiator to collect novelties forecast from key accounts. Regular collect of forecast from key accounts.
• Monthly updating of forecast where necessary
• Track and monitor forecast vs orders vs objectives
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 monitor customers performance
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 e.g., promotions, 2nd placements
• Analyses trade spending and ensures the best return on investment
• Respects and improves the profit and loss by customer
• Checks and calculates distributor trading terms reimbursement
Deployment & Control
• Clearly communicates to KAC the agreements reached with customers and the action plan (promotions, etc.) to be deployed on the market
• Monitors the actual in-store deployment, follow up and coordinates with key accounts to ensure local execution is aligned with defined plans and policies
• Monitors sales, stocks & building blocks KPIs for the customers assigned
• Maintains the assigned assortment through on time listing and code opening
Data analysis
• Collects and analyze key account performances and market trends
• Prepares internal reports for data sharing e.g. scan data, project evaluations, promotions, ROI
Who we are looking for:
• Minimum 2 years of travel retail experience as Field Salesperson / FMCG Merchandiser
• University graduate in related discipline
• Able to read, write and type (communicate effectively) English and Chinese
• good numerical skills and interpersonal skills
• computer literate (good excel and power point skills)
• Detail-oriented
• Independent and strong analytical skills
• Account management and negotiation skills
• Market knowledge: travel retail, inflight, border shops, low tax area, railway retail structure; channel & customer plan; commercial logistics; sales, field & merchandising processes
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.