Scope of the roleThe 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 JBP with top clients, in order to ensure company results, in terms of sales and profitability.Main responsibilitiesEnsures relationship with Clients and JBP ImplementationDevelop 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 actionplan 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 ProfitabilityPerform market research and strategical analisys (analisi di mercato), in order to identify strategical clients among the existing ones or new ones;
Contribute tothe 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.Requirementsfrom 4 to max 7 years of sales experience in the role preferably in FMCG companies;
Experience ina wholesale selling model;
previous experience in trade marketing is a plusProven experience in Join business plan and conceptual selling;
Flexibility and ability to be effective in a fast changing environment;
Strongly proactive approach and Goal oriented;
Analytical and time management skills;
Strong knowledge of Excel is mandatory;
Knowledge of SAP is a plus;
Fluent in English is mandatory.