National Key Account Manager - off - Premise
睿程（上海）人才咨询有限公司
- 公司规模：50-150人
- 公司行业：专业服务(咨询、人力资源、财会) 中介服务
职位信息
- 发布日期：2012-09-07
- 工作地点：上海
- 招聘人数：若干
- 工作经验：八年以上
- 学历要求：本科
- 语言要求：英语熟练
- 职位类别：客户经理/主管
职位描述
National Key Account Manager - off - Premise
Company
An Australia Leading Premium Wine Company
Location
Shanghai
Position Description
-Actively grow the profitability for the segment across the Company' wine portfolio, including achievement of targeted volume, net sales and gross profit for Key Off-Premise National Accounts across China, mainly focusing on international hyper/super-market chains, e.g. Carrefour, Wal-Mart, Vanguard/Ole, City Shop and etc.
-Manage and leverage relevant Company trading initiatives and expenses so as to maximize sales and marketing opportunities within a fixed expense budget
-Identify local market opportunities and develop initiatives with Key Account Customers to further build Company wine market shares, sales and profitability in market
-Emphasis is placed on high levels of customer service, industry and product knowledge and sales negotiation
-The changing dynamics of the market requires that this position be well informed on key issues and developments across both this customer base and the industry
Key responsibilities
-Responsible for achieving market share, volume, revenue and profit results with key account customers through shared plans, that recognize the importance of maintaining ongoing business relationships and encourages long term business growth and sustainable business relationships
-Responsible for actively managing promotional activities / promotion calendars with key accounts
-Responsible for negotiating and driving business agreements/trading terms with key accounts aimed at growing EBIT and build brand equity. Ensure all proposals/business agreements/trading terms are signed off internally before presenting to the customer. Within corporate guidelines, tailor dedicated discount and trade selling support for customers in line with growth opportunities and overall team objectives
-Responsible for conducting monthly [at a minimum] reviews to track agreed performance objectives; identifying where corrective action should take place
-Responsible for the monitoring and management of trading term compliance
-Responsible for key account strategies and plans reflect sound category management principles
-Responsible for understanding the customers overall strategy in the market and for the beverage category, and proactively sharing this knowledge and information within Sales, Marketing and Commercial teams
-Responsible for Company China Brand Plans and strategies to be reflected within key account promotional programs. Conversely, ensure that Customer specific information is communicated to local Marketing team
-Responsible for liaising with and maintaining open communication and good relationships with distributors
-Responsible for liaising with Brand and Regional Customer Marketing around the design and development of programs for key accounts
-Responsible for maximizing the return on trade expenditure by implemented effective promotional programs that are in-line with the state business plan
-Contribute to the development of full year phasing forecasts across the wine range in conjunction to the promotion plans / promotion calendars
Position Requirements
-Degree in Business, Commerce, or Marketing
-Trade / FMCG or Liquor knowledge and experience
-8+ years' off-trade / Chain outlets key account management experience
-Experience in dealing with a demanding customer base and building lasting relationships
-Strong strategic planning skills in order to develop initiatives to achieve targeted results
-Effective negotiation skills including researching and being clear of the needs of the key stakeholders in the negotiation, and then effectively exploring alternatives and positions to reach outcomes that gain all stakeholders acceptance
-Previous Key Account Management experience in a similar role
-Strong business financials understanding, analysis and application
-Strong communication and influencing skills
-Ability to understand, embrace and capitalize on change and lead others through change
-Strong computer skills including Excel, Power Point, Outlook and Word
Company
An Australia Leading Premium Wine Company
Location
Shanghai
Position Description
-Actively grow the profitability for the segment across the Company' wine portfolio, including achievement of targeted volume, net sales and gross profit for Key Off-Premise National Accounts across China, mainly focusing on international hyper/super-market chains, e.g. Carrefour, Wal-Mart, Vanguard/Ole, City Shop and etc.
-Manage and leverage relevant Company trading initiatives and expenses so as to maximize sales and marketing opportunities within a fixed expense budget
-Identify local market opportunities and develop initiatives with Key Account Customers to further build Company wine market shares, sales and profitability in market
-Emphasis is placed on high levels of customer service, industry and product knowledge and sales negotiation
-The changing dynamics of the market requires that this position be well informed on key issues and developments across both this customer base and the industry
Key responsibilities
-Responsible for achieving market share, volume, revenue and profit results with key account customers through shared plans, that recognize the importance of maintaining ongoing business relationships and encourages long term business growth and sustainable business relationships
-Responsible for actively managing promotional activities / promotion calendars with key accounts
-Responsible for negotiating and driving business agreements/trading terms with key accounts aimed at growing EBIT and build brand equity. Ensure all proposals/business agreements/trading terms are signed off internally before presenting to the customer. Within corporate guidelines, tailor dedicated discount and trade selling support for customers in line with growth opportunities and overall team objectives
-Responsible for conducting monthly [at a minimum] reviews to track agreed performance objectives; identifying where corrective action should take place
-Responsible for the monitoring and management of trading term compliance
-Responsible for key account strategies and plans reflect sound category management principles
-Responsible for understanding the customers overall strategy in the market and for the beverage category, and proactively sharing this knowledge and information within Sales, Marketing and Commercial teams
-Responsible for Company China Brand Plans and strategies to be reflected within key account promotional programs. Conversely, ensure that Customer specific information is communicated to local Marketing team
-Responsible for liaising with and maintaining open communication and good relationships with distributors
-Responsible for liaising with Brand and Regional Customer Marketing around the design and development of programs for key accounts
-Responsible for maximizing the return on trade expenditure by implemented effective promotional programs that are in-line with the state business plan
-Contribute to the development of full year phasing forecasts across the wine range in conjunction to the promotion plans / promotion calendars
Position Requirements
-Degree in Business, Commerce, or Marketing
-Trade / FMCG or Liquor knowledge and experience
-8+ years' off-trade / Chain outlets key account management experience
-Experience in dealing with a demanding customer base and building lasting relationships
-Strong strategic planning skills in order to develop initiatives to achieve targeted results
-Effective negotiation skills including researching and being clear of the needs of the key stakeholders in the negotiation, and then effectively exploring alternatives and positions to reach outcomes that gain all stakeholders acceptance
-Previous Key Account Management experience in a similar role
-Strong business financials understanding, analysis and application
-Strong communication and influencing skills
-Ability to understand, embrace and capitalize on change and lead others through change
-Strong computer skills including Excel, Power Point, Outlook and Word
公司介绍
Futurestep is the global industry leader in high-impact recruitment solutions; offering fully customized, flexible services to help organizations meet specific workforce needs.
As a Korn/Ferry Company, Futurestep can meet a variety of workforce requirements; from RPO and project recruitment, to single search and consulting, our solutions apply a truly world-class capability to deliver talent with impact, providing the experience and global reach to identify, attract and retain the people who drive business success.
With 39 offices across 20 countries, we have global reach with a diverse network that ensures that we cover the breadth of the talent pool as well as providing the local knowledge and expertise
As a Korn/Ferry Company, Futurestep can meet a variety of workforce requirements; from RPO and project recruitment, to single search and consulting, our solutions apply a truly world-class capability to deliver talent with impact, providing the experience and global reach to identify, attract and retain the people who drive business success.
With 39 offices across 20 countries, we have global reach with a diverse network that ensures that we cover the breadth of the talent pool as well as providing the local knowledge and expertise
联系方式
- Email：Dustin.zhou@kornferry.com
- 公司地址：上班地址：温州