GKAM, RTM；集团重点客户经理，大润发

Job description

Overview

Develop Key Account strategy and lead the team to drive the business growth and achieve national-wide sale target through both short term and long term strategies

Responsibilities

• Develop and implement Key Account strategy, tactics and program based on shopper insights to drive account profitable & sustainable growth
- Define growth opportunities based on studying & analyzing account customer/costumer & shopper insights
- Drive Joint Business Plan (JBP) partnership with global, national and regional customers to align a win-win solution for whole year
- Propose National/Promotional Plans and have it aligned with MU to drive sales target achievement
- Secure overall D&A budget spending through ROl management for cost
control
-Cooperate with the MU/Trade Marketing to ensure the required in-store performance

• Lead Customer Development Agreement (CDA) negotiation in line with company strategy
- Work out CDA proposal based on historical data analysis and customer/costumer & shopper insights study
- Find out the right approach of the negotiation through personal insights

- Get CDA proposal aligned with Modern Trade Director and MU team
- Improve the effectiveness of CDA through erasing \"Non-working\" terms
- Monitor the execution of CDA to ensure its compliance rate

•Develop and coach DRs and MU Key Account team member to ensure talent sustainable growth
- Build a collaborative working climate with other function to optimize working efficiency
- Provide leadership/function skill-set development to DRs through on-job coaching
- Share customer management knowledge and \"Best Practices\" through joining joint customer call, field work and sales regular meeting to enable field sales

Qualifications

• University graduate
• Fluency in English and Mandarin
• 10-12 years of strong sales track record with focus on MT in a major FMCG company
• At least 6 years as people manager
• Strong analytical skills and strategic and logical thinking
• Strong customer management, selling, negotiation and trade fund management skill
• Able to build and develop MT specific structure, tools and process to enable execution
• Good knowledge with category management and E.C.R.