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Key Account Manager North
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1. JOB DETAILS
JOB TITLE
COMPANY | BUSINESS UNIT
Key Account Manager
L’Oréal Pakistan| CPD
2. JOB OBJECTIVE:
Key Account Manager will be responsible for driving retail sell-out, growing market share & managing P&L down for the specified region. Maintaining strong commercial relationships with key accounts in order to grow customer business and enhance L'Oreal Pakistan business through implementing annual joint business plan. Maximizing profitability of the accounts managed and achieving or exceeding set targets on volume, value, distribution and brand presence in line with divisional strategy.
4. KEY ACCOUNTABILITIES:
Description
Key Result Areas
Strategic Contribution:
- Develop the short- and long-term Account strategy; propose promotional strategy in line with the Company objectives and ensure their follow-up;
- Builds the action plan to implement the Commercial strategy at key account level.
- Effective, timely, and accurate contribution for developing joint business plans.
- Effectively and timely implementation of the Commercial strategy in line with the company’s strategy.
Budget Management & Forecasting:
- Actively participate in forecasting discussion to develop joint forecast in coordination with Marketing, Finance, Operations & Trade Marketing.
- Ensure stocks replenishment and branch wise forecast is followed up on monthly basis
- Ensure saving on trade spend budget Year on Year to reduce gross to net spends
- Achieving P&L as budgeted
- Timely submission of budgets for all product lines.
- Variance between actual and budgeted cost.
- Saving in line with given objectives.
Category Development:
- Identify customer trends and customer buying behaviors at Key Accounts to develop plans with Marketing and Trade Marketing team to maximize profit for the organization's product line.
- Partner with Marketing & Trade Marketing team for development of category projects at aligned JBP stores with Store P&L Projection by Category Project.
- Increase Market Share
- Accurate and useful customer and market insights for developing plans
- Ensure timely execution of category development projects
Operations Management:
- Ensure and follow a retailer-centric account planning process to reach alignment with each client and design a retailer specific business development plan.
- Builds and execute key accounts Joint Business Plan with customers by creating win-win situation.
- Drive operational efficiency through extended team.
- Partner with marketing and trade marketing for implementation of marketing programs and building blocks.
- Perform periodic checks on sales hygiene, sell in vs sell out at weighted channels
- Ensure stock rotation, reduction of market expiries in collaboration with trade marketing and distributor teams.
- Ensure distributor order is in line with catalogue and forecasted sales.
- Ensure Branch wise agile stock is present and getting to rotation in line with forecasted number.
- Quarterly update SKU catalogue to ensure service level compliance.
- Ensure regular tracking and execution of all the sales counterparts, locked as per contract i.e. SOS & OCA etc.
- Efficient and timely execution of operations
- Smooth execution of marketing plans
- Accurate and timely preparation of Joint Business Plans
- Ensuring OTIF activations
- % SOS to be compliant as per contractual agreements
Compliance & Ethics
- Ensuring compliance on-ground for all activations in their scope/geography as per company processes & policies
- Ensure distribution partner practices are compliant with company policies and escalate if required.
- 100% compliance on given company objectives.
Sales Target Delivery
- Achieve planned / forecasted secondary sales number in line with agreed customer and channel wise phasing for the assigned region.
- Manage all lines of the P&L, from sell-in down to gross margin, retail sell out and share position in the market to ensure delivery of key KPIs both internally & externally.
- Achieves and builds the channel/group of accounts results: turnover, market share, profit; consolidates, steers budget and P&L.
- 100% Achievement of Sales/Commercial Target as budgeted
- Market Share
- Product Performance
Business Development:
- Identify new business opportunities which deliver value for both L'Oréal & the customer, considering the impact for the team and the wider channel
- Contribute in designing future retailer initiatives and collaborations; ensuring the brands maximizes all available opportunities in store and online.
- Work with the trade marketing team to identify additional retail opportunities for the category.
- No. of new opportunities identified.
- Increase in Market Share
- Business Sales Growth target
Customer Satisfaction, Retention and Key Corporate Relationships
- Builds a strong network with key stakeholders at the retailer.
- Ensure agreed service level targets are maintained for accounts.
- Builds a compelling story to get retailer buy-in.
- Resolve any issues and problems faced by customers and deal with complaints to maintain trust.
- Customer Retention Rate
- 100 % compliance of agreed service levels
-
Ensure Retailer high score on following relationship rating questionnaire,
- Has a collaborative business planning process
- Easy to do business with
- Builds Trust
- Aligns to our strategic goals
- Communicates effectively
- Delivers on commitments
- Customizes plans & initiatives to help us differentiate our business
- Adapts quickly to changing business needs
- Manages portfolio to capture future growth
- Has high performing teams that are fit for the future
- Ensure logistic excellence
- Compared to your best in class vendor how does L’Oréal perform?
Business Report(s) Development & Professional Recommendations:
- Collect and analyze sales data and trends
- Report sales needs and field intelligence to commercial / marketing teams.
- Ensures efficient customer intelligence
- Monitor Sell in vs sell out reports, provides input to NKAM & marketing team
- Effective, timely, and accurate input and recommendations
- Timely submission of reports and presentations
- Up-to-date & quality information available regarding sales trends
Continuous Improvement:
- Drive Simplicity across all business processes and communication
- No. of initiative for process improvement and driving simplicity
Cross Functional Teamwork & Relationship Management:
- Coordinate with cross functional team such as TM, merchandising team, & BA manager to identify the GAPs and improve sell-out
- Inform NKAM on significant initiatives in the field (from the competition and from distributors)
- Builds a strong network with key stakeholders at the retailer.
- Timely follow-up and keeping team up to date.
- Teamwork among the members
People Management:
- Train his/her team & extended teams (distributors, Bas & Merchandisers) on product, selling skills via work reviews (Including Share of Shelf, brand staging, category, shopper building)
- Developing distributor team and also implementing organization wide learning programs.
- Number of performance reviews conducted and successful management of their day-to-day activities
- Quality and timely counselling and recommendations provided to stakeholders.
- Professional growth of individuals as well as the department’s business goals.
5. COMMUNICATIONS & WORKING RELATIONSHIPS:
Internal: Marketing, Commercial, Finance, Operations, Other departmental lines’ Managers
External:, Distributors, Retailers, Field Team
6. QUALIFICATIONS, EXPERIENCE, & SKILLS:
Minimum Qualifications:
- Bachelor’s degree in Business Administration with major in Sales and / or Marketing.
Minimum Experience:
- 4-6 years prior work experience Field Sales Experience, Key Account Management, trade marketing preferably in FMCG sector.
- Solid experience in sales and customer service
- Demonstrable experience in negotiating and meeting clients requirements
- In-depth understanding of sales performance metrics
7. QUALIFICATIONS, EXPERIENCE, & SKILLS (continued):
Behavioral Skills:
- Good negotiation skills
- Relationship Management
- Customer Centricity
- Ability to thrive in ambiguity
- Ability to think broadly in terms of Business Perspective
- Good numeracy and ability to control budget
- Planning and organization skills
- Team building skills
- Critical thinking and good analytical skills
- Attention to detail.
- Effective communication, presentation and interpersonal skills
- Ability to handle multiple projects and deadlines simultaneously.
8. COMPETENCIES:
Technical Competencies
- Basic understanding of cross functions and business operations
- Hands on experience with CRM software, MS Excel and PowerPoint skills
- Understanding of P&L
- Builds Selling stories for specific initiatives
- Ability to identify market driver and translates trends and consumer knowledge into meaningful insights
- Imagines disruptive products & services
- Delivers excellence with agility and rigor
- Integrates sustainable, business consciousness
- Creates collaboration for bigger success
L'ORÉAL COMPETENCIES
- Innovator
- Strategist
- People Developer
- Integrator
- Entrepreneur
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