Key Account Manager - PL & e-Commerce
4 days ago
Corby
To reinforce our Commercial team we are looking for a Key Account Manager - PL & e-Commerce. The purpose of a KAM is to manage one or multiple strategic retailers by developing a good and long-term working relationship, enhancing customer satisfaction and maximizing the sales opportunities and profit for Ontex within them. • Deliver the sales and margin targets set by the annual budget., • Ensuring maximum service satisfaction for the customer., • Ensure delivery of sales and margin targets in line with those agreed in the annual budget process., • Optimise profitability at all levels., • Ensure accuracy of forecasting and informing the business of any needs arising., • Manage and control all A & P investments and strive to ensure Ontex gets value for money for all promotional support given to the customer., • Ensure that A & P expenditure is reported monthly to the SKAM or Sales Director to ensure that it is kept within the agreed levels and also being accrued effectively by finance., • Proactively seek ways of increasing sales through promotion and brand building activity – working as a team with customer, Technical KAM and Ontex Product Management team., • Conceive and help implement range changes and merchandising based on best practices at minimum cost impact., • Maximise return on promotional activities and measure and report on the effectiveness of all promotion investments where applicable., • Develop Ontex business at levels significantly above overall growth rates for accounts in all categories., • Delight accounts with innovation and product development., • Hold regular quarterly reviews in order to report against plan and introduce new initiatives to drive the business forward for accounts and Ontex and organize bi-annual “summit meetings”., • Liaise directly with merchandising to ensure implementation of accounts Own Brand plans are performed successfully., • Introduce range changes successfully., • Minimise stock holding throughout the entire supply chain through effective communication., • Build and maintain relationships throughout the account business – not only with the commercial team, but also Technical, Marketing, Supply Chain and all other disciplines., • Ensure 100% accuracy in the pricing file and the way that it is administered., • Take responsibility for payment to agreed terms., • Keep in touch with all market developments both on price and product., • Become an acknowledged expert in Ontex products, categories and customers., • Drive growth within your accounts., • Develop and follow up the Key Account Plans/OGSM to ensure there is a strategic plan in place for the future., • Manage all aspects of the commercial negotiations and sales development to help maximize sales and profitability for both Ontex and customer., • Develop and maintain a positive relationship through being the main contact for customers., • Prepare effectively for customer meetings and ensure regular meetings with the customers to maintain/develop the customer relationships and business plans., • Summarise all meetings with a visit report with key next steps/actions to ensure effective communication., • Keep working capital under control (Forecasting accuracy and overdues follow up) to improve efficient ways of working., • Analyze the sales evolution vs. internal targets and benchmark the market trends., • Reporting customer sales evolution, news and updated KA plans internally to effectively align all teams., • Work closely with the account PM and other areas such as the Category Managers to execute plans effectively., • Support the sales director when applicable and execute tasks that they are unable to carry out or when they need assistance from the Key Account Manager(s)., • Internal colleagues in Product Management, HC Marketing, Supply Chain, Category Management, Technical management, Group functions, Finance, Production and Quality., • External stakeholders in the customers (buying, marketing, stock control, technical, merchandising and quality)., • Maximising the mix of several product categories in which Ontex manufacture and achieve a good distribution of SKU’s for each of these categories., • Internally, effectively manage the different resources and departments available within the company., • At times, deal with internal decisions that can be in the opposite direction of the customer demands., • Work under pressure and manage customer crises such as product recalls., • Understand and respect market coherence which might conflict with customer requests., • Work under supervision of a SKAM or Sales Director, while being proactive in strategy development., • Understand and work closely with the Category Manager to gain insight into customer data., • Educational Requirement:, • Bachelor's degree (preferably in Business Economics or Business Administration), • Master's degree in Sales or Sales and Marketing is valuable, • Graduate calibre experience, • Prior Experience:, • Minimum of 3 to 5 years in FMCG, • Minimum of 3 years in Sales Account Management, • Experience in hygienic disposables markets is an advantage, • Experience in the private label market is an advantage, • Technical Skills:, • Analytical ability – PC literate and able to crunch numbers, • Presentation skills, • Negotiation skills and tactics, • Use customer databases to analyse sales where applicable, • Core Competencies:, • Language: Fluent English (additional languages are advantageous), • Strong interpersonal and influencing skills, • Excellent communication skills, • Must be liked and trusted by the team, • Diplomacy to handle conflicting interests, • Organised and structured, • Creative, • High level of business acumen, • Ability to relate work to Business Strategy. Interested in your next step at Ontex? Do not hesitate to apply! #J-18808-Ljbffr