Position Summary
The Sr Key Account Manager (Sr KAM) position, reporting to the Sales Director, is a key contributor in delivering profitable growth for Energizer and developing the commercial team through strong leadership and coaching. The Sr KAM also plays a critical role in building customer relationships at every level and additional business by strategically identifying and addressing opportunities of revenue, growth, profit, product distribution, merchandising, pricing and promotion. The Sr KAM works cross functionally with internal teams to achieve stated business objectives.
Responsibilities
Universal Accountabilities
* Develop and execute annual business plans that efficiently achieves customer & Energizer goals/objectives
* Communicate industry and competitor developments and recommend adjustments in business plan and tactics to aggressively respond to changes; lead response execution
* Manage overall customer P&L and deliver financial targets
Specific Accountabilities
* Achieve net sales and gross margin targets within specific account portfolio and a financial year in line with annual and strategic objectives and budgets set by Head of Sales.
* Regularly review P&Ls performance against targets (GM, CC, ASP, …) and refine as necessary with local teams
* Lead and manage customer negotiations and orders when needed at local and central level in line with Company Guidelines. Through effective negotiation, maximize return on investment and margins, striving to grow sales.
* Lead & conduct annual negotiations with customers successfully and set up strategic business plans
* Ensure awareness and best execution of local and national agreements
* Cultivate & Manage “high and wide” relationships within these accounts to develop ENR mindshare in order to be considered as “best in class supplier”
* Feed-in the whole organization with retailers insights to anticipate challenges and opportunities.
* Consistently use Category Management based customer proposals in order to achieve optimum share of space and promotional activity for all the brands.
* Provide Accurate Forecasts to the business.
* Manage promotional activity by owning the planning, delivery and post evaluation of promotions and recommending any improvements to deliver better return on future promotional investment.
Leadership Management
* Develop relationships & working practices with external customers and internal customers
* Drive the commercial team in alignment with the Sales Director to share his knowledge and expertise and help shape a stronger organization
* Category Management, FSF, and other services to get alignment and focus to exceed customer needs
* Coach and advise local FSF when needed to ensure best achievement of customers business plans.
What we are looking for
Required Skills And Experience
* Minimum 6 years of experience in Key Account Management or Sales related role with reputable FMCG companies
* Proven track record in building relationship with key corporate clients
* Proficient in written / oral Italian and English
* Confident, excellent in communication skills with a result-oriented mindset
* Proficient knowledge and use of MS Office (Excel & PowerPoint), Nielsen and/or IRI.
Preferred Skills And Experience
* First experience in team management
* Customer selling and contract negotiation experience needed
* Buyer background with a strong sales mindset will also be considered
* Proficient knowledge and use of Nielsen and/or IRI would be a must
Equal Employment Opportunity
Energizer is an equal opportunity employer, and we prohibit discrimination based on age, color, disability, marital or parental status, veteran status, national origin, race, religion, sex, sexual orientation, gender identity or any other legally protected status in accordance with applicable federal, state and local laws.
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