Manager Customer Account Management (FMCG KAM)

Manage 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

• Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources where applicable
• Develop and implement processes and strategies (local go-to-market strategies sales strategies and customer strategies) for assigned customers to ensure achievement of goals
• Monitor team key performance indicators achievement. Conduct regular reviews to provide feedback on achievements performance gaps and requirements for improvement
• Identify the short-term business needs and objectives of key customers and develop/sell proactive business solutions across the full demand/supply chain
• Manage annual negotiations including trading terms and conditions to facilitate sales agreements and achieve targeted margins
• Manage and monitor 5P execution performance (availability pricing share of shelf etc.) and ensure issues are quickly resolved by the team
• Develop deep insights and actionable recommendations from post-evaluation analyses and incorporate into customer strategies
• Manage reporting of sales and projected sales/margin forecasts. Evaluate trends and form meaningful conclusions to facilitate strategic decisions
• Develop monitor and recommend improvement initiatives on business processes customer services and new techniques (category management scanning etc.)
• Develop and build relationships with customers and a network of contacts to order to understand customer needs and achieve business objectives
• Work closely with the cross-functional teams (e.g. Trade Marketing Product Manager and Supply Chain Management) to ensure efficient and effective execution

• Degree in Sales Marketing or a related field
• Minimum 3 to 5 years of experience in a similar key account management role preferably within the Fast Moving Consumer Goods (FMCG) industry
• Advanced knowledge and understanding of the industry market landscape competitors and customers
• Sound selling skills with proven key account management experience in FMCG
• General understanding of supplier and customer relationship management encompassing supply chain field marketing and branding
• Strong negotiation and communication skills with the ability to influence and build trust at senior customer levels
• Proficiency in office productivity tools including Microsoft Excel Word and PowerPoint
• Fluency in English both written and spoken

At DKSH we help companies grow in Asia and enable people to perform at their best. You will be part of an organization that values accountability collaboration and long-term partnerships. We offer a dynamic environment where your contributions are visible and where you can build a meaningful career in Customer Account Management (KAM).

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