JOB DESCRIPTION
Job Summary
You will be responsible for developing and implementing sales strategies and plans for assigned Key Accounts (Retail and Office) and achieve sales and profit objectives through the direction of distributors’ sales and merchandising teams.
Duties & Responsibilities:
I) Key Account Management
1. To plan and drive annual Key Account plans with the goal of achieving sales objectives through the development and implementation of Key Account strategies, cost effective promotional plan, customer specific objectives, new product distribution and maximization of existing products’ distribution, merchandising strategy to maximize in-store visibility and displays.
2. To maintain and improve key account intimacy with thorough understanding on the needs of the trade, keeping close partnership with stakeholders and recommending plans and programs which will accelerate the business.
3. To manage trade fund investments in a way which will maximize ROI and with improving productivity and taking the lead in trading terms negotiation.
4. To analyze and review trade sales performance on monthly basis in the areas of trade profitability, promotion effectiveness and product category performance, and recommend any appropriate remedy action plan where necessary.
5. To stay abreast on the market environment and gather trade intelligence in areas of products, pricing, packaging, distribution, competitive claims, and activities executed by competitors and other suppliers.
6. Possibility for expansion of role into regional territory in future.
7. Experience in Stationery trade will be a bonus.
II) Distributor Management
1. To lead and guide Distributors’ sales and merchandising teams in the fulfillment of their store operation requirements (service level, planogram maintenance, promotion execution, trade initiatives) and in key account HQ engagements/follow-up to achieve all sales objectives.
2. To train and improve the competencies of Distributors’ sales and merchandising teams in areas of channel strategies, product knowledge, store negotiation, etc.
3. To monitor the in-market sales run rate and recommend immediate remedies in order to achieve monthly sales objectives.
4. To analyze and review set metrics (e.g., In-market sales, purchases achievement, distribution matrix, distributor inventory holding), and recommend immediate remedies in order to redress any gaps or optimize opportunities.
5. To lead in monthly operations meetings and quarterly business reviews with the aims to evaluate business, resolve operation challenges and forward business planning and communications.
Requirements
- Proven Experience in Key Account Management: At least 3-5 years of experience in developing and executing key account strategies, promotional plans, and driving sales performance in the FMCG or consumer goods industry.
- Strong Analytical and Financial Skills: Ability to analyze trade sales performance, assess ROI of trade fund investments, and develop effective action plans based on data, metrics, and market insights.
- Excellent Communication and Negotiation Skills: Proven ability to build strong relationships with key stakeholders, negotiate trading terms, and maintain key account intimacy to accelerate business growth.
- Distributor Management Expertise: Experience in managing distributor sales and merchandising teams, providing training, and ensuring the achievement of sales objectives through operational excellence.
- Adaptability and Market Knowledge: In-depth understanding of market trends, competitor activities, and customer needs. Experience in regional market expansion and stationery trade is a bonus.
EA License No. 01C4394 • RCB No. 200007268E •EA Registration No. R22109454 Malcolm Lee Jun Hao
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