Qualifications & Skills:

• Bachelor’s degree is a must, Master’s is preferred.
• Minimum of 10 years of Key Account Management and Distributor management experience in the FMCG industry.
• Advanced level of English is mandatory.
• Critical & analytical thinking and strong negotiation skills.
• Commercial acumen and customer focus.
• Risks & opportunities savviness coupled with risk mitigation and opportunity realization skills.
• Strong communication and relationship building skills at all levels.
• Strategic planning and execution process management skills.
• Good knowledge of Microsoft Office tools and SAP.

Job Description:

As a Senior Key Account Manager in the FMCG industry, you will be responsible for devising and implementing effective trade and contractual terms for distributors and/or retailers. Your role involves closely monitoring adherence to these terms, assessing business risks, and taking timely actions to minimize potential losses. The primary focus is on achieving sales targets through strategic planning and execution, ensuring continuous business growth in the region.

Key Responsibilities:

1. Trade and Contractual Terms:

   • Collaborate with relevant parties (finance, legal, etc.) to devise trade and contractual terms for distributors and retailers.
   • Monitor adherence to terms, assess business risks, and implement actions to minimize potential losses.

2. Sales Strategy and Growth:

   • Develop and execute strategies to achieve sales targets, actively seeking new opportunities for continuous business growth in the region.
   • Acquire, develop, and grow both new and existing customers to maximize the reach and penetration of the client's portfolio.

3. Market Understanding:

   • Understand market dynamics, industry trends, customer/consumer insights, and the competitive landscape.
   • Use market intelligence to inform decision-making and adjust strategies accordingly.

4. Marketing and Budget Management:

   • Manage regional/country marketing and trade budgets with a strong ROI mindset.
   • Determine annual activities to ensure growth, monitor, and successfully execute marketing activities.

5. Representation and Networking:

   • Attend relevant fairs and events to represent client and enhance the commercial network.

6. Product Portfolio Expansion:

   • Express demands for new products to the R&D and marketing departments.
   • Work towards adding new products to the portfolio at competitive prices.

Requirements:

• Proven track record in Key Account Management and Distributor management within the FMCG industry.
• Excellent communication and relationship-building skills.
• Ability to think critically and analytically, with strong negotiation skills.
• Proactive approach to identifying and capitalizing on business opportunities.
• Proficient in Microsoft Office tools and SAP.