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Key Account Manager - Walmart Selfrun

Job Location: ​Guangzhou​

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 will responsible for KA Self-run platform (Walmart), developing the business with the assigned platform with a profitable Profit and Loss, analysing Customer/Platform/distributor performance, creating specific customer plans, following on-line promotional implementation, negotiating with clients contracts and joint business plans, and defines future Business Opportunities for KA Self-run platform.

Main Responsibilities:

Sales Strategy
•Support Senior NKA Manager in proposing the annual plan for the assigned KA Self-run customers(Walmart) to implement the strategic goals set for the business growth, as part of JBP.

Customized Plans for the assigned self-run Platform

•Analyze current Customer/Platform/distributor Performance and defines future Business Opportunities;
•Develop SWOT Analyses & Performance Reviews by Customer;
•Define specific Action Plan for platform/distributor;
•Continuously Monitor Platform/distributor Performance.

Deployment & Control

•Clearly Communicates with field sales/KA team/EC new retail team the Agreements reached with assigned KA Platform(Walmart) and the Action Plan (promotions, etc.) to be deployed on the Market 
•Monitors the actual on-platform deployment is aligned with defined plans and policies;
•Monitors Sales, Stocks & Building Blocks KPIs for the KA Self-run customers assigned
•Maintain the assigned assortment through on time listing and code opening
•Data analysis for assigned KA self-run
•Collect and analyze the assigned KA Self-run platform(Walmart) performances and market trends;
•Prepare internal reports for data sharing (scan data, project evaluations, promotions ROI..)

Sales Forecast, Budget and Objectives

•Further business development and sales model establishment for assigned KA banner(Walmart)
•Propose a Sales Budget (volumes, trade spending, etc.) for the Self-run Platform and Key Account assigned;
•Allocate KA Self-run volumes and align inside KA team;
•Define trade spending budgets by assigned platform and control with agency.
•Monitor Sales Targets achievement on monthly bases and propose to Sr. KA Manager revision where necessary (volumes, profits);

•Negotiate with customers the Annual / Session Promotion Plan according to Marketing plan;

Trade Spending for the assigned Self-run platform

•Keeps Trade Spending within the Guidelines established by the Ferrero Commercial Policy;
•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 assigned customer;

Other tasks assigned by line manager or company

Who we are looking for:

• Min.  Bachelor’s Degree in Economics or Marketing
• Must have E-commerce /O2O market knowledge,  Nice to have MT Knowledge
• Solid E-market knowledge,E channel KPI knowledge, and experienced in Joint annual Channel & Customer Plan, have solid knowledge of E-Commercial New Retail Logistics;
• E-platform knowledge ,top to top cooperation experience;
• Strong analytical, E-account management and negotiation skills,

• Proactive, dynamic, responsible, able to work under pressure and meet deadlines
• Has strong data based analytical skills 

* 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:

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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