Key Account Manager’s main responsibility is to manage the sales relationship with the assigned group of Key Accounts through the annual agreements and the implementation of agreed merchandising standards. Deliver sales volume in line with the targeted trade spend and maintain maximum distribution and availability of Red Bull products in line with the Perfect Store KPIs. Ensure the perfect execution of defined model store standards. Reporting to the Head of KAs, maintaining the whole information flow from the negotiations and the field as well.
Job DescriptionANNUAL AGREEMENTS & JOINT BUSINESS PLAN
Completion of annual agreements with respect to conditionality principle and execution follow-up of all counterparts in relevant accounts Make a JBP with the buyer and set a common promotional calendar along with the aim of optimizing sales with maximum profitability.
Manage the whole logistics and financial process as well, with close coordination with the related departments. (Ensure shipments and invoice transactions are in place properly)
Making market analysis and research on the dynamics of the account and build up a set of actions, managing conflicts and comes up with effective negotiation and sales strategies.
Conducting account business reviews and top to top meetings.
INSTORE EXECUTION
Ensure the execution of all annual agreements conditions, promotional activities, reach maximum Perfect Store KPIs in accounts where he is responsible from.
Maintain close interaction with the field team and take actions accordingly through negotiating with the customer.
Maintain availability of Red Bull products to the consumer in all outlets of the retailer.
Make weekly field visits.
Control the executions and solve the existing problems via meetings with the relevant people.
Give necessary training to the merchandising team about execution principles of the related account and track merchandiser performance.
Push for maximum orders and track stock levels of the consumer in order to optimize sales.
Provide the required reports (Forecast, P&L, etc.) by the company and follow-up of all activities and report them sustainably.
BUILDING STRATEGIC BUSINESS RELATIONSHIPS
Build great relationships in every call by providing first class customers service so that all opportunities can be seized.
QualificationsMinimum 4 years of experience in FMCG sector (key account management)
Proven skills in sales: communication, negotiation and objection handling skills
Clear understanding of markets, sales & distribution, competitor activity, consumer behaviour in FMCG context
Strong analytical ability and commercial acumen to understand financial statements and market trends and strategic thinking to lead the sales strategy
Fluent in written and spoken English. EDV (Word, Excel, Power Point, etc.)
Knowledge of analysing reports (i.e. Nielsen Nitro/Advisor or similar) required
Presentation skills
Ability to work in a “self-guided” manner
Driving License
Additional InformationNative in Turkish, Fluent in English
Skills Required
- Minimum 4 years of experience in FMCG sector (key account management)
- Proven skills in sales: communication, negotiation and objection handling skills
- Clear understanding of markets, sales & distribution, competitor activity, consumer behaviour in FMCG context
- Strong analytical ability and commercial acumen to understand financial statements and market trends
- Fluent in written and spoken English
- Knowledge of analysing reports (i.e. Nielsen Nitro/Advisor or similar) required
- Ability to work in a self-guided manner
- Driving License
