Key Account Manager

Job Opportunity

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Key Tasks:

To successfully increase the sales and distribution of Home Care and other CBG products in the modern trade supermarkets like SM, Puregold, Robinsons, Waltermart, S&R, Landers, Mercury Drug and Alfamart.

Key Objectives:

Achieve sales targets by developing and implementing key account programs. Successful candidate is also expected to effectively manage promotional funds, resources and tools provided for by 3M.

Accountabilities:

• Maintain key account record detailing important information about the accounts
• Gather and maintain pertinent data concerning the assigned including historical sales, merchandising metrics, distribution and availability of must-carry and carried SKUs, price compliance, results of programs implemented, trade investments, competitive data, account profile and target market/customers, and growth plans of accounts
• Prepare account analysis based on gathered data, issues identified, root-cause analysis and key opportunities
• Set objectives based on account analysis
• Create suitable programs and corresponding tactics to achieve the objectives
• Compute for the necessary budgets and investments needed
• Integrate marketing and trade marketing program to the account plan
• Align objectives with all stakeholders
• Finalize key account plans and seek approval internally before cascading to accounts
• Take the lead in cascading to accounts the key account plan that includes sales-initiated programs, new product introduction, and brand-specific program
• Gain business agreements with the accounts
• Execute programs included in the key accounts plan working with all 3M cross-functional teams in executing the key account plan (Customer service, Warehouse, Marketing, Trade Marketing, CMPA, Finance, provincial counterparts) and coordinating with all external teams in executing the key account plan (Distributor, Merchandising team, Promo agency, Account buyers, Suppliers)
• Monitor implementation of programs included in the key account plan and non-sales metrics (pricing strategy, shelf space, display guidelines, display, stocks weight, price compliance, maximum capacity and program implementation) conducting regularly branch trade audit, providing feedback to management account updates such as competitive activity, major revision of processes and directions, personnel change and any significant event that may have essential impact to the business, holding periodic business updates to measure sales performance against targets and growth, knowing the service level and delivery lead time of distributor covering the assigned accounts
• Maintain consistent head office calls and establish continuing relationship with key personnel of the account
• Evaluate implementation of key account plans tracking utilization of revenue recognition, updating records of balance revenue recognition budget, evaluating results of programs implemented, keeping spending planned cost-to-sales ratio, cost-to-increment ratio

• Effectively implement key account programs to drive sell out growth
• Give timely feedback to lead KAM

Merchandising team management:

• Prepare merchandising deployment guide
• Conduct merchandising meetings
• Conduct in-field coaching calls with merchandiser
• Communicate brand directions, sales initiatives to merchandiser
• Ensure that merchandiser is equipped with the proper merchandising tools

Time and territory compliance to 3M policies and directions

Volume Achievement:

• Achieve sales targets in the assigned area by implementing volume-generating activities outlined by marketing, initiating sales programs, collaborating with distributor sales personnel and managing operations of distributor servicing the assigned accounts
• Develop key account plans based on account analysis, key issues identification and business potentials
• Integrate marketing and trade marketing programs to account plan as potential sources of growth
• Monitor weekly the purchase orders put forth by the accounts vis-à-vis actual delivered by the distributor
• Ensure consistent purchases of buying accounts

Account Management:

• Maintain consistent head office calls and establish continuing relationship with key personnel of the account
• Take the lead in cascading to accounts new product introduction, brand initiatives, new sales and marketing program
• Consolidate and update monthly the important sales (sales history) and non-sales (merchandising) information about accounts covered in account record
• Conduct regularly branch trade audit to monitor adherence to the following: sales and marketing directions, pricing strategy, shelf space, display guidelines, display, stocks weight, price compliance, maximum capacity and program implementation
• Provide feedback to management account updates such as competitive activity, major revision of processes and directions, personnel change and any significant event that may have essential impact to the business
• Hold periodic business updates to measure sales performance against targets and growth knowing the service level and delivery lead time of distributor covering the assigned accounts, formulating account plan based on key issues and opportunities, growth potential, sales and non-sales metrics, and marketing programs, managing the merchandising team assigned in his area/accounts, developing and delivering effective presentations that outline current market conditions, market trends, customer needs and our competitive advantages, KAM should take the lead in negotiations of brand development and directions

Revenue Recognition Management:

• Understand the budgetary goals of the area/division and work within allotted trade spending plan for display rental, merchandising compliments, trade marketing activities and trade discounts in view of driving incremental volume or new distribution
• Plan, manage and monitor trade expenditures for merchandising, trade discounts, display rentals, listing fees and trade marketing programs within allowed budget, cost-to-sales limit and net sales target

Distributor Sales Team Management:

• Partner with distributor sales team in managing accounts
• Secure information on service level, sales data, program implemented from the sales team in formulating account sales plan
• Conduct joint analysis and planning with DSR
• Cascade all directives concerning sales, marketing, trade marketing and distribution to all assigned distributor sales personnel
• Monitor individual sales performance of assigned distributor sales personnel on the objectives given
• Conduct joint calls with the distributor sales personnel to check on trade program execution, provide in-field coaching, and validate understanding on prevailing programs
• Educate distributor sales team on the salient selling points of our products ensuring timely submission of distributor claims on approved trade spending in assigned accounts and monitor utilization of set budget, conduct monthly distributor sales cycle meeting and attend management alignment, ensure that the DSR is equipped with the proper sales tools

Communications/Admin Management:

• Communicate regularly the results of sales calls and results to Regional Sales Supervisor
• Submit all the required sales reports to the Regional Sales Supervisor in a timely and accurate manner (WAR, MCP, EV, Claims, VSO, Dashboard)
• Regular processing of claims

Time and Territory Management:

• Attendance (Comm, Div, CFM, Ops Mtg, Sales Summit, Merch Mtg, 3M Official Functions, Training/Workshop)
• Prepare coverage plan and measure call rates
• Compliance to 3M policies and directions
• Submit reports (WAR, etc)
• Pass competence

Merchandising Team Management:

• Prepare merchandising deployment guide
• Conduct merchandising meetings
• Conduct in-field coaching calls with merchandiser
• Communicate brand directions, sales initiatives to merchandiser
• Ensure that merchandiser is equipped with the proper merchandising tools

Compliance to 3M Policies and Procedure

Other General Duties:

• Undertake any other duties as may be determined by the Regional Sales Supervisor, which are commensurate with the nature and grade of the post

Minimum Qualifications:

• A bachelor's degree, preferably in Business
• Minimum of five (5) years of experience in distribution and sales of branded products through the supermarket, grocery, convenience store, market stall channels
• Computer proficiency (Excel,