Key Account Capability Manager – Home Channel

Job Description

Position Purpose / Context
Achieve sustainable and profitable volume and revenue growth and market share gains for KO brands. This will include focus on in-market execution standards and customer satisfaction with key customers.
Build KA capability across BIG’s Operating Units; targeting at KA Managers, Supervisors. Scope of influence includes channels of Hyper, Super, Convenience and Petrol marts. U2(outer cities/province) will be part of the scope of responsibility.
Key Duties / Responsibilities 
主要职责
Support implementation of BIG’s multi-year KA plan. 
- Owner of OU KA HC Mgrs’ Individual Development Plans
- Custodian of Collaborating For Value(CFV) process, culture embedment at OUs
- Revenue Growth Management(RGM): Prices, Terms and Conditions(PTC) and Promotion Spend Evaluation analysis and follow-up
- Key supply chain initiatives (including EDI, VMI, Service level agreements, etc)
- Key projects
Identify emerging capability development needs for OU KA Hyper, Super, Convenience and Petrol (including U1 and U2)
- Includes:
a.Structure
b.Metrics
c.Processes/systems
d.Leadership
e.People
Support our OUs with Top-to-Top meetings/Joint Business Planning sessions (esp. Regional and Local customers across regions)
- Leverage shopper insights and translate them into actionable plans
- Build value propositions to customers based on the customer’s value drivers
- Develop Joint KPIs with customers and measure progress against agreed timelines/milestones
Visit the OUs to review business progress and provide field coaching to extended KA teams
Lead and/or participate in cross-functional projects
- Emerging channels (e.g.  At Work, Shopping malls, e-commerce, etc)
- On-Shelf Availability (OSA)  and Case Fill Rates (CFR) improvement initaitives
- Revenue Growth Management (RGM)
- Electronic Data Interchange (EDI)
- Route-to-market optimization (RTM) for Petrol Mart’s distribution

Personal Competency Requirements
所需素质能力
Core Competencies: 
核心素质能力:
Ÿ鼓励用创新的方法改善业务
Ÿ均衡即时与长期的优先任务
Ÿ创造业绩
Ÿ吸收和推广好想法
Ÿ培养和启发他人
Ÿ发扬企业价值观

Technical Competencies:
岗位素质能力:
促销结果分析 Promotion results analytics
门店生动化执行跟踪,反馈 In-store merchandising execution tracking and feedback
合作性客户管理 Cooperative customer management
价格和绩效费用分析 Price and performance spend analytics
跨功能部门客户管理 Cross-functional account management
销售、订单管理 Selling and order management
购物者营销 Shopper marketing
品类分析和计划 Category analytics and planning
消费者行为分析 Consumer behavior analytics
客户 零售商知识 Trade/ retailer knowledge 
配销 Distribution
竞争对手知识 Competitors knowledge
Related Position Requirements/Qualifications (Experience, knowledge skill and education - these should be the minimum requirements not the ideal)
职位相关要求/资格(经验,专业知识技能和教育背景-这些是必备要求而不是最理想的)
大学本科毕业 Bachelor degree
书面、口头表达能力强 Strong written and verbal communication skills 
6年以上客户销售与管理经验 Above 6 years of proven experience in customer sales and management
人际关系能力强 Strong interpersonal and leadership skills
具有创造力和分析能力 Good ability of creativity and analytics

Position Dimensions 工作范围

Quantitative KPI’s
量化的关键绩效指标:
销售和利润目标达成
市场费用和折扣费用管理
业务计划(规划、执行评估)
合同管理 (成本 跟踪执行情况)
服务水平
客户档案
价格管理

Organizational Impact:(level and nature of contacts within and outside the business)
组织影响力:(企业内部和外部的沟通层面及性质)
CCMG全球性和全国性家庭渠道的重点客户
BIG中国区域性家庭渠道的重点客户
OU当地家庭渠道的重点客户

Other Requirements
其他要求:
电脑办公软件使用熟练

 
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Contact

Catherine Shi
0086 (0)21 6103 9988
China
 
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