The National Key Account Manager is responsible for sales growth, managing strategic commercial plans, developing business plans with customers, and leading a team while ensuring effective collaboration with various departments.
Job Description
Responsible for business growth and achievement of sales objectives within targeted profitability
Responsible for Manage D&A Spending and utilize for the effective promotion
Developing Business Plan with Customers Modern Trade by channel
Build Networking profesional relationship with Customers Modern Trade
Accountable of sales forecasts and service level synchronization within scope.
Inspire, develop, manage and lead team
Establish effective relationships and collaborations with other departments (Marketing, Trade Marketing, Finance, Supply Chain, Distributors etc ) to address Key Business issues and opportunities.
JOB REQUIREMENTS
Location(s)
Menara Mandiri
Kraft Heinz is an Equal Opportunity Employer - Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.
Responsible for business growth and achievement of sales objectives within targeted profitability
- Grow sales (volume & value mix), market share by group channel.
- Drive Kraft Heinz strategic commercial plans including but not limited to: direct-to-consumer, new product launches, cross-category promotions, in-store space acquisitions, trade engagement/loyalty, promotion adherence, etc. Build integrated business plans to drive sales within scope and engage all stakeholders for execution.
- Optimize portfolio strategy (SKU/channel/area mix) to attain maximum value creation.
- Take full accountability of P&L (revenues and costs) within scope.
- Anticipate and respond to market changes and competitors' moves in full alignment with Kraft Heinz central sales teams. Drive local/tactical initiatives and propose new projects with prepared business plans.
Responsible for Manage D&A Spending and utilize for the effective promotion
- Manage KAM to create promo plan in quarterly basis
- Create promotion by maintain SKU Mix to maximize D&A by each products line
- Review D&A by monthly
- Ensure full scope implementation of sales & distribution routines: KPI/goal settings, morning briefing, daily/weekly/monthly reviews and all required reporting activities.
- Review promo effectiveness and efficiency in order to have the best promotion result
Developing Business Plan with Customers Modern Trade by channel
- Negotiate trading term with customers to get our company objectives
- Develop annual joint business plan with customers to align each business strategies
- Business review in quarterly basis
Build Networking profesional relationship with Customers Modern Trade
- Service level to respons customer 1x24 hours
- Reguler visit to customer 1x in a week
- Built relationship with top management and related department
Accountable of sales forecasts and service level synchronization within scope.
- Making forecast quarterly base on average sales, stock level and promotion
- Be strategic contributor to monthly S&OP (Sales & Operation Planning) process. Take full accountability of forecasts by SKU, channel, distributor
- Ensure optimum flows to minimize product returns/defects and expired . Implement FIFO/FEFO models at distributors. In collaboration with central SC team, synchronize distributors' SC processes with Kraft Heinz's.
Inspire, develop, manage and lead team
- Recruit, retain and grow top talents. Recruit only from the best talent pools, identify required capabilities in team and propose/implement initiatives to address competency gaps. Coach/mentor team members to propel individual growth.
- Inspire people for performance and ensure implementation of highest standards/ meritocracy culture. Ensure that top-performers are recognized and poor performance is addressed. Engage distributors' team to carry same values.
- Ensure maximum implementation of incentive schemes linked to performance, both at Kraft Heinz and distributors.
- Engage in meaningful career conversations with key talents in-sync with Kraft Heinz Sales Career Development Map.
Establish effective relationships and collaborations with other departments (Marketing, Trade Marketing, Finance, Supply Chain, Distributors etc ) to address Key Business issues and opportunities.
- Regular Meeting with other department to coordination for any issues and opportunities
- Follow up all key issue from other department related modern market
JOB REQUIREMENTS
- Bachelor's Degree minimum, master's degree an advantage from any major
- 3 years' minimum work experience in a similar role or minimum 12+ years working experience in Modern Trade environment in a FMCG companies
- Superior capability in leading and managing top tier Key Account Modern Trade Independent
- Strong leadership capabilities and people-performance management
- Strong drive & high energy (get jobs done attitude), hands on and pragmatic, independent and proactive.
- Strong analytical thinking and passionate for results, with abundant passion/curiosity for learning.
- Comfortable working in changing environments, highly adaptable and of high endurance.
- A team player, effective communicator, strong interpersonal skills and ownership behavior.
Location(s)
Menara Mandiri
Kraft Heinz is an Equal Opportunity Employer - Underrepresented Ethnic Minority Groups/Women/Veterans/Individuals with Disabilities/Sexual Orientation/Gender Identity and other protected classes.
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