Key Account

2 days ago

Petaling Jaya, Malaysia Nestle Full time

**Position Snapshot**

Location: Petaling Jaya, Selangor, MY
Company: Nestlé Malaysia (Nestle Professional)
Full-time
Bachelor’s Degree
8+ years of experience

**Position Summary**

The Key Account & Channel Sales Manager is responsible to Develop the Channel agenda within the business to support long term Channel Category Growth for QSR Channel. The channel strategy will then be used to establish Customer plans to contribute to National Sales Operation Manager & Regional Sales Manager NP sales objectives.

Besides that, She/He is to development and grow the key account of the NP business at the HOU & branch level. She/He is to lead the key account sales executives delivers operation excellence by categories and channels by meeting the set targets. Implement strategic channel plans and key regional and local initiatives to achieve ambition to be the leader in branded non-carbonated beverage and food solutions.

**A day in the life of...**
- Responsible for developing QSR channel vision and strategy.
- Accountable and Responsible for defining overall QSR priority channels, cross category strategies and prioritized plans that deliver Channel growth based on customer requirements, working with Category Managers (Marketing) to be in line with overall market strategies. (Managing Channels Strategically)
- Responsible for identifying priority channels for each Category and work with Category Managers to develop tailored Category Channel plans in line with overall market strategies.
- Accountable for the ICP development. Consolidation of all the ICPs by channel by category working with the category team and the Field Sales Team.
- Accountable and Responsible for recommending channel promotional guidelines based on customer understanding and current market knowledge.
- Ensure all promotional investment is properly reviewed and evaluated.

Strategy, targets and results:

- Accountable - Delivering individual targets for specific Category/Product Revenue and or Food and Beverage within the negotiated agreements
- Accountable - NP branch stock inventories. Market returns, credit day at the branch

Effective Customers management
- Accountable - Plan and control customer specifics marketing/promotional activities in order to contribute to the development of NESTLE’s products and brands in line with channel plan. These include:

- Joint Promotions with key customers
- New Products list ins (current, new and customized products)
- Manage contract and tender negotiations
- Identify and exploit business opportunities within accounts & categories gaps
- Manage the key account customers and competitive edge nestle vs key competitors
- Implement Channel based projects for improvement of productivity gains or greater market penetration and customer relationship

To negotiate and review terms with key customers (Chain account) by categories and optimum usage of PTE funds for volume drive
- Analyze & feedback the ever-changing market situations, identify and evaluate key problem areas as well as opportunities covering his/her products and customers.

Administration:

- Accountable FOOD & Standard Beverages Post promotional evaluation to HOU.
- Responsible All trade activities are submitted by the KAEs for crediting after the end date
- Co-ordinate Follow through with the implementation of the promotional activities and to monitor and control promotional expenses or support.

Brand Presence/ Visibility & Consumption Moments:

- Ensure - effective execution of brand communications for relevant channels to drive brand visibility, awareness and subsequently purchase/ repeat purchase and driving consumption moments via marketing programs/ activities.
- Collaborate with peer Customer Managers to share Customer best practices, liaise with Marketing, CCSD, Field Sales and Supply Chain to drive Customer related initiatives.
- Responsible for developing and coaching indirect reports such as QSR field sales team on channel, ensuring PDP discussions with Channel Development Manager (NP) are conducted on time. Make recommendations for inclusion in talent programmes and succession plans as appropriate.

**What will make you successful**
- More than 5 years in marketing or sales, and over this period has successfully delivered on KPIs, especially top and bottom-line business results and 3 years of people managing role.
- Experience leading Customer Key Account team.
- Understands all sales functions i.e. CCSD, Customer, Field Sales Operation
- Has demonstrated success in a number of diverse sales roles.
- Demonstrated ability to motivate and develop people
- Strong in presentation and negotiation skills
- Good PR skills
- Experience in food industry would be a strong advantage.
- Strong Business Acumen.

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