Regional Key Account Manager
Job Location: Guangzhou
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 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.
About the Role:
The position with the direct management of Regional & Local Key Accounts and the supervision of Regional & Local Key Account Managers (Supervisors). 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, analyzing 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 RKA planning for the assigned customers at the regional central level to implement the strategic goals set for the business growth
• Propose to assigned accounts’ commercial policy, trading 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 areas
• Monitors Sales Targets achievement on monthly bases and proposes to RSM revision where necessary (volumes, 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 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 regional 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
Deployment & Control
• Clearly Communicates to Regional Managers/ Area Sales Managers the Agreements reached with Customers and the Action Plan (promotions, etc.) to be deployed on the Market
• Monitors the actual in-store deployment of actions at national level, follow up and coordinates with area sales teams to ensure local execution is aligned with defined plans and policies
• Evaluates and approves proposals and input from area sales teams (including KA executives) to ensure alignment with policies at regional 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..)
Other tasks assigned by line manager or company
Who we are looking for:
* Chinese Local Labor contract with local package will be provided for this position.
** Proficiency in English and Mandarin speaking.
Strong analytical, people management, account management, negotiation and leadership skills, Market Knowledge: Traditional & Modern Trade, National Retail Structure and Local 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
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.