Key Accounts Manager

About the Opportunity

• Be the lead account manager to the biggest retailer in Fonterra Brands Philippines, the maker of leading dairy brands Anlene, Anmum maternal milk and Anchor.

Role Purpose

• Reporting to the Head of Modern Trade, the main purpose of the role is cultivating Strategic Partnerships with top Key Accounts through proficient Account Management, Joint Business Planning, Category Activation, and In-Store Excellence.

Role Accountabilities

Deliver business targets

• Deliver value (gross sales, net sales and gross margin) and volume (metric tons)
• Ensures delivery of customer KPIs (service level, healthy days cover)
• Manages Accounts Receivable targets by completing regular claims reconciliation with customers and finance team

Lead account management and manage trade spend

• Develops and implement Customer Business Plans translated into relevant account activation and equivalent trade spend
• Owns category planning & activation to customers
• Manages, monitors customer trade investment (including trading terms) and annual activity calendar to ensure healthy cost to sales and positive return on investment
• Provides quantitative and qualitative feedback on activities to relevant stakeholders
• Plans for negotiations to achieve a mutually acceptable agreement
• Compliance to the Fonterra Way of Sales – call procedures and cycle processes
• Provides accurate, complete and timely bottom up forecast via historical data, trends and insights
• Ensures product trade returns are within threshold

In-Store Excellence

• Executes Perfect Store standards (Must Carry List, pricing, placement/location, promotion plan, Point-of-Sale Communication) in the account
• Conducts regular field execution audits and provides timely feedback to internal and external stakeholders
• Achieves speed to market on new product launches, promotions, and point of sale communication materials.

About You

• Tertiary degree in Business Management, Business Administration, or any other related field.
• Minimum of 3 years in FMCG sales (Key Accounts) experience with specific knowledge on Customer Business Planning, Negotiation and Category and In-Store Activation
• Possesses a strong understanding of supply chain principles and a solid foundation in basic financial statements, financial analysis techniques, and business case development.
• Good understanding of the Philippine market.
• Excellent oral and written communication skills, effectively deals with different kinds of people.
• Basic Call Procedure, Driving Skills, and Computer literate (Microsoft Office)