Overview
The Key Account Manager Wholesale, as direct report of the Wholesale Senior Key Account Manager, is responsible for managing strategic clients, building strong long-term relationships with them, guiding business operations, defining and monitoring Joint Business Plans (JBP) with top clients, in order to ensure company results in terms of sales and profitability.
Responsibilities
* Ensures relationship with Clients and JBP Implementation
* Develop and maintain long term solid relationships with a portfolio of strategic clients, through networking activities, meetings, visits, presentations, etc...
* Ensure a regular presence also through store visits
* Acquire a thorough understanding of needs and expectations, for each top client, and understand the needs of their final customers
* Formalize a Joint Business Plan, bringing together the interests in a single vision and objectives
* Define action plan to implement and follow up JBP
* Coordinate all activities related to JBP, involving and constantly interacting with other departments of the company as well as external partners: Logistic partner, Visual, Communication, Marketing
* Update & analyse sales performance (sell-out database report), and build action plans following result analysis
* Ensure the right service level for top clients, being an interface between the client and the company for problem solving. Ensure back-office activities
* Present new products to client, make sure that a plan for launch is implemented
* Migrate and manage Non-EDI customers in the WHS platform
* Analyse the market and Ensure Sales and Profitability
* Perform market research and strategical analisys (analisi di mercato), in order to identify strategical clients among the existing ones or new ones
* Contribute to the sales planning process and to the target definition for each top client and for each area (sales & profitability), with Country Manager
* Define and implement the commercial strategy for each top client/area
* Regularly monitoring and reporting on results (sales & profitability; sell-out report)
* Carry out Gap analisys, and define action plans, also in collaboration with top clients
Requirements
* from 4 to max 7 years of sales experience in the role preferably in FMCG companies
* Experience in a wholesale selling model
* previous experience in trade marketing is a plus
* Proven experience in Joint business plan and conceptual selling
* Flexibility and ability to be effective in a fast changing environment
* Strongly proactive approach and Goal oriented
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