OverviewThe 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 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 visitsAcquire a thorough understanding of needs and expectations, for each top client, and understand the needs of their final customersFormalize a Joint Business Plan, bringing together the interests in a single vision and objectivesDefine action plan to implement and follow up JBPCoordinate all activities related to JBP, involving and constantly interacting with other departments of the company as well as external partners: Logistic partner, Visual, Communication, MarketingUpdate & analyse sales performance (sell-out database report), and build action plans following result analysisEnsure the right service level for top clients, being an interface between the client and the company for problem solving. Ensure back-office activitiesPresent new products to client, make sure that a plan for launch is implementedMigrate and manage Non-EDI customers in the WHS platformAnalyse 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 onesContribute to the sales planning process and to the target definition for each top client and for each area (sales & profitability), with Country ManagerDefine and implement the commercial strategy for each top client/areaRegularly 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 companiesExperience in a wholesale selling modelprevious experience in trade marketing is a plusProven experience in Joint business plan and conceptual sellingFlexibility and ability to be effective in a fast changing environmentStrongly proactive approach and Goal oriented
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