Key Account Manager (On-premise, Horeca)

ABOUT THE ROLE:

Key Account Manager is responsible for leading all business and multifunctional processes at Distributor’s branches level via demonstrating stewardship behavior. This is achieved personally, and through the management of people that delivers superior retail presence on & offline and superior consumer & customer value in line with Vinamilk’s Purpose Values & Principles.

JOB DESCRIPTION:

- Primary responsibility entails overseeing the implementation at lower levels and monitoring the execution of detailed action plans and sales activities aimed at achieving the overall objectives assigned for the Key Account Chain: (revenue, costs, coverage, distribution, image, market share...).

- Consolidate tender information and execute support tasks related to the entire tendering process/procurement preparation for Key Account Chain and Key Account Chain (liaise with documentation procedures, provide training assistance, consulting, task resolution, etc.) to achieve overall business outcomes.

- Formulate appropriate policies and programs related to the penetration and development of Vinamilk products into various retail points.

- Plan and evaluate the execution/access/care/exploitation efforts of staff within the month concerning the target customer list (transferred Key Account Chain, designated Key Account Chain potential customers, retail points with or without previous company product purchases...).

- Identify and assess new business opportunities (potential to open new retail points, increase SKU/retail points, increase inventory reserves for retail points...) to exploit optimal sales opportunities from customers.

- Supervise the execution, implementation, and management of customer contracts.

- Organize deployment and oversee the execution of trade marketing programs, sales support activities, and commercial promotion efforts (such as promotions, displays, product launches, communication activities...) targeted at Key Account Chain to ensure accuracy and effectiveness.

- Maintaining and enhancing service quality and providing the best customer care, fostering strong relationships with Key Account Chain customers and Distributors within the customer's geographical area.

- Take responsibility for the management, monitoring, control, and evaluation of the utilization of resources related to sales and Key Account Chain (operational budget, personnel, assets, support activities...) efficiently and in compliance with regulations.

EDUCATION AND PROFESSION:

• Bachelor Degree.

• Priority is given to majors in Marketing, Business Administration, International Business, Foreign Economics, Foreign Trade or related Economics majors.

EXPERIENCE:

• At least 3 - 6 years of sales experience, sales management for Key Account, Horeca customer groups, practical experience in multinational companies/large-scale consumer goods or fast-moving consumer goods (FMCG) industries.

PROFESSIONAL KNOWLEDGE AND SKILLS:

• Have good knowledge of sales in the field of food/fast-moving consumer goods, especially knowledge and understanding of special customer channels (Key Account/Anchor Account) and types of direct consumer customers (On-premise).

• Have basic knowledge of marketing and building trade support activities (trade marketing).

• Have knowledge of implementing business strategies.

• Ability to analyze and plan.

• Good skills in negotiation.

• Good communication/presentation/persuasion skills.