Manager, Key Account Management (FMCG)

Job Summary

Manage sales, profitability and 5P in-store execution for assigned customers.

Partner with customers to align company, category and brand strategies to increase demand and profitable growth



Job Descriptions

Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources, where applicable.

Develop and implement processes and strategies (local go-to-market strategies, sales strategies and customer strategies) for assigned customers to ensure achievement of goals. Monitor team key performance indicators achievement.

Conduct regular reviews to provide feedback on achievements, performance gaps and requirements for improvement Identify the short-term business needs and objectives of key customers and develop/sell proactive business solutions across the full demand/supply chain.

Manage annual negotiations, including trading terms and conditions, to facilitate sales agreements and achieve targeted margins. Manage and monitor 5P execution performance (availability, pricing, share of shelf, etc.) and ensure issues are quickly resolved by the team.

Develop deep insights and actionable recommendations from post-evaluation analyses and incorporate into customer strategies. Manage reporting of sales and projected sales/margin forecasts.

Evaluate trends and form meaningful conclusions to facilitate strategic decisions. Develop, monitor and recommend improvement initiatives on business processes, customer services and new techniques (category management, scanning, etc.).

Develop and build relationships with customers and a network of contacts to order to understand customer needs and achieve business objectives. Work closely with the cross-functional teams (e.g. Trade Marketing, Product Manager and Supply Chain Management) to ensure efficient and effective execution

Manage and oversee team’s delivery of team/function goals to drive execution against goals set.

Drive and manage learning and development of team in the area of Customer Account Management and DKSH behavior to achieve team/function goals.

Drive self-learning and improvement in the area of Customer Account Management and DKSH behavior as part of continuous learning



Job Requirements

Professional certificates, Diploma, or Degree in Sales & Marketing

Minimum3-5 year(s) of related working experience

Demonstrate sound knowledge and understanding of FMCG industry/market/competitors/customers

Demonstrate advanced research and analytical skills

Demonstrate general understanding in all aspects of supplier and customer relationship management including supply chain, field marketing and branding

Demonstrate strong coordination and organization skills in collecting business-related data

Demonstrate proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)

Demonstrate fluency in local language and ideally in English, both written and spoken. Able to speak in Mandarin / Cantonese will be an added advantage as will need to liaise with Chinese speaking customers.

Experience with Key Account Management in FMCG industry is a MUST.