Key Account Manager, Sk-ii

4 months ago

กรงเทพมหานคร, Thailand LUXASIA Full time

**Position purpose**:
Reporting to Brand manager
To grow revenue and profit in key customers, these accounts make up the highest percentage of company income, and the Key Account Manager is responsible to build and maintain a strong relationship with the client i.e. Central Group, The Mall Group and other new retailer (s). He/she will be the lead point of contact for all key client matters, anticipate the client’s needs, work within the company to ensure deadlines for client are met, and help the client to succeed. The Key Account Manager is the point of contact for the customers and handles the distribution of the brand within assigned stores. Responsible for ensuring visibility, achievement of sales targets and delivery of high-quality customer service to the existent and potential clients. He/she is also responsible for collection of receivables and is the key source of information for movement of goods/brand and is responsible to bring back market feedback. The Key Account Manager is also the point of contact for Brand Owner/Principal in some areas, ie. free goods inventory management, free goods usage forecast, promotion plan, Quarterly Stewardship Audit coordination and Joint Business Plan construction.
Key responsibilities
**Key Account Management**:

- Full ownership of sales management (to secure balanced sell in to ensure sufficiency for hitting sell through target)
- Full ownership of trading terms negotiation as well as counter space negotiation. Negotiate, control, and manage trading terms and assigned budgets to reach the most effective conditions.
- Establish strong business relationship with all Key Accounts
- Create and maintain good rapport/relationship with store managers and understand the store’s operation process.
- Planning and presenting reports on account progress, goals, and quarterly initiatives to share with team members, stakeholders, and possible use in future case studies or company training.
- Develop overall Joint Business Plan to continue improving Key Accounts Performance.
- Responsible for building and managing P&L for assigned accounts.
- Responsible to manage sales return to be within company budget and policy.

**Retail Operations**:

- Collaborate with SBM and ROM to achieve SK-II Principal KPI Scorecard (Sell Through, New User Acquisition, Execution Quality, Quarterly Stewardship Audit)
- Ensure inventory supply sufficiency for both selling and non-selling items (sample, tester, GWP), as well as maintaining healthy stock coverage.
- Check and know brand daily sales per counter as well as other brands/ competitors.
- To respond to promoters’ queries and to assist them whenever possible in their dealings with respective floor managers/supervisors.

**Promotions**:

- Initiate proposals, suggestions to Marketing Team on all trade marketing and consumer mechanics related matters.
- Plan and execute consumer activations at store level to achieve brand’s objectives.
- Ensure that all stock allocations are prepared and available on the floor on time for normal use and sale periods, as per schedule.
- Observe, update and analyze competitors’ activities (new launches and promotions)

**Operational**:

- Take lead in coordinating with internal business support from all related functions in order to ensure smooth and efficient operations to support the business growth plan.
- Accomplish all required reports/feedback to Line Manager on a regular basis in order to update and/or elevate issues to higher management.
- Developing a solid and trusting relationship between major key accounts and company
- Resolving key accounts issues and complaints
- Developing a complete understanding of key account needs
- Anticipating key account changes and improvements
- Managing communications between key accounts and internal teams
- Establishing and overseeing internal budgets with the company and external budgets with the key accounts
- Meeting all key accounts needs and deliverables according to proposed timelines.

**Others**:

- Weekly: Counter Visit Report
- Prepare commentary of respective Brands’ Performance in sales
- Prepare Store Sales Report Analysis on monthly basis.

**Description of Duties**:

- Achieve the sales target
- Drive sell in to Department Store channel proportionally balanced with Sell Thru performance.
- Achieve SK-II Principal KPI Scorecard in coordination with SBM and ROM:

- Thailand market KPI Scorecard (New User Acquisition, Sell Through, Execution Quality)
- Principal Audit (Full compliance across all business processes as according to Quarterly Stewardship Audit Measures)
- Continuous engagement with Principal team to get required support and approvals to execute in the market to drive sell-through and new user acquisition.
- Create strategic plan for annual growth of each customer: identify source of growth, new categories, resources, & opportunities
- Review customer profitability & productivity per door
- Provide accurate monthly forecast & vali

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