Senior Manager, National Customer Account Management

Job Summary

• Lead sales profitability and 5P in-store execution for assigned customers.
• Partner with customers to align company category and brand strategies to increase demand and profitable growth
• Managing operating departmental budgets and costs Accountable for net sales/EBIT/headcount responsibility where applicable
• Return on investment on advertising and promotion (A&P)
• Return on investment on promotional effectiveness CAP

General Responsibilities

• Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources where applicable.
• Lead and implement processes and strategies (local go-to-market strategies sales strategies and customer strategies) for assigned customers to ensure achievement of goals.
• Set specific action plans for each team member to support their achievement of the team key performance indicators.
• Lead regular reviews to ensure progress and alignment towards overall goals.
• Identify the short-term business needs and objectives of key customers and develop/sell proactive business solutions across the full demand/supply chain.
• Conduct annual negotiations including trading terms and conditions to facilitate sales agreements and achieve targeted margins.
• Gain approval from internal DKSH functions and agreement from customers to execute 5P activities within established commercial guidelines.
• Lead systematic post-evaluation of 5P activities and develop a detailed understanding of the effectiveness of different investment levers.
• Review customer account reports and analysis. Recommend sales/promotional activities to enhance performance.
• Lead and monitor initiatives to optimize business processes and improve services by utilizing new techniques tools and information systems.
• Develop and build long-term strategic relationships withkey customers to achieve business objectives.
• Collaborate with cross-functional leaders (e.g. in Trade Marketing Field Marketing and Supply Chain Management) to ensure alignment of strategies and process
• Manage and oversee teams delivery of team/function goals to drive execution against goals set.
• Drive and manage learning and development of team in the area of Customer Account Management and DKSH behavior to achieve team/function goals.
• Drive self-learning and improvement in the area of Customer Account Management and DKSH behavior as part of continuous learning

Functional Skills and Knowledge

• Minimum five to eight years experience in a similar role managing Key Accounts such as 99 mart Lotus Giant IKA & LKA.
• Minimum five years experience in a managerial capacity of 8 to 10 direct KAM personnels.
• Demonstrate advanced knowledge and understanding of the industry/market/competitors/customers.
• Demonstrate advanced selling skills and proven key account management experience in fast moving consumer goods.
• Demonstrate a general understanding in all aspects of supplier and customer relationship management including supply chain field marketing and branding.
• Demonstrate advanced negotiation skills.

Education

Diploma / Degree in Sales/Marketing or related fields