Group Key Account Manager, Malaysia

2 weeks ago

Kuala Lumpur, Malaysia FERRERO Full time

**Job Location: Kuala Lumpur**:
Kuala Lumpur

**Company description**:
Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 38,767 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

**Diversity Statement**:
Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

**About the Role**:
To role is aimed to reaching sales targets of the customers assigned, developing the business of Key Accounts, analysing their performance, developing customer plans, negotiating with clients’ contracts and promotional activities, and following up on in-store implementation.

**Main Responsibilities**:

- Lead and develop Key Accounts planning to implement the strategic goals set for the business growth
- Propose commercial policy, trade terms and customer plans for assigned Key Accounts nationwide
- In alignment with the Country Sales Manager, propose the sales budget (volumes, trade spending, etc.) for the assigned Key Accounts
- Monitor Sales Targets achievement continuously and propose revision where necessary (volumes, profits)
- Analyze current KA and define future business opportunities
- Define customer-specific goals and strategy, develop SWOT analysis and performance review by Customer
- Implement relevant action plans by Customer and continuously monitor customer’s performance
- Review proposals on key accounts and confirm compliance with commercial policy
- Negotiate and manage contracts with the KAs assigned
- Develop specific sales arguments to achieve the strategic goals of the assigned customers, with the support of Trade Marketing
- Negotiate with customers the annual and session promotion plan according to marketing plan
- Negotiate planogram and position implementation at central level, and provide support and guidance to field sales for local implementation
- Clearly communicate to Sales Managers the agreements reached with KAs and the action plan (promotions, etc) to be deployed on the market
- Monitor the actual in-store deployment of actions at national level, follow up and coordinate with sales teams to ensure local execution is aligned with defined plans and policies
- Evaluate and approve proposals and input from sales teams to ensure alignment with policies at national level
- Monitors sales, stocks and building blocks KPIs for the KAs assigned, resolve problems with KA on a national level, when required
- Take actions on issues with credits, check and approve invoice issued to Ferrero to pay for activities

**Who we are looking for**:

- University Bachelor+ degree
- 7+ years of relevant professional experience in similar roles in FMCG/Retail
- Strong understanding of FMCG business processes and solid market knowledge: traditional & modern trade, impulse channel, sales, field & merchandising processes, channel and customer planning, commercial logistics
- Effective communication with various stakeholders, advanced cross-functional collaboration
- Strong account management, negotiation, analytical and leadership skills
- High result orientation with proven ability to set priorities, work under pressure and meet deadlines
- Flexibility to work on a different scenario, high result orientation, proactivity, and future-oriented thinking
- Ability to perform as a strong team player, as well as individual contributor
- MS Office advanced knowledge
- Fluency in English and Malay required

**How to be successful in the role and at Ferrero**:
Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world.

Requisition ID

59869

Job function

Sales

Country

Malaysia

City

Kuala Lumpur

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