Job expirat
STRATEGIC
1.Develop sales strategy for Key Accounts based on market needs, KA structure, competitive situation and company targets (investment priorities among channels and clients, channel strategy)
2.Develop concept for KA organization (structure, responsibilities, quality) with regard to future requirements
3.Able to work with and implement category management concept into the organization.
PLANNING
1.Planning of Sales, revenues and market shares (short-, mid-, long term): total KA, client (brand level)
2.Cost Planning
3.Define KPI???s and link with Bonus system for KA department
4.Planning of Activity Program (together with Brand Management /Trade Marketing)
5.Plan how to execute & control agreed activity program within Key Accounts (with KAM???s)
6.Demand and steer the creation of account plans
EXECUTION
1.Show leadership and dedication to make KAMs achieving quantitative KPIs & increase market shares in Key Accounts
2.Ongoing search for business opportunities
3.Ongoing search for efficiency improvement: rebates, EVA, promotional in/output
4.Regular visits at important Key Accounts and relationship building
5.Annual negotiations (with KAM)
6.Ensure and enable leading position in category management
7.Initiate/support CM cooperation with our Key Accounts
8.Plan regular store visits and establish quality-oriented mentality in whole KAM organization
9.Optimize cooperation with sales force
MONITORING & ACTION
1.Carry out Plan vs. Actual Analysis of figures and take/propose actions to close gaps
2.Drive, monitor & benchmark achievement of qualitative and quantitative KPI???s : distribution, shelf, pricing, merchandising in Key Accounts
3.Ongoing personal monitoring of POS performance
4.Manage and control the implementation of the account plans
PEOPLE & SYSTEMS
1.Attract/recruit and keep the best people for the KA organization in collaboration with HR Department
2.Assessment and development of people in collaboration with HR Department
3.Coach and inspire direct subordinates
4.Lead, motivate, control and praise
5.Establish & update selling standards for KA (skills, know how, Customer knowledge)
6.Support Sales Director in designing good planning/forecasting procedure and in building the sales strategy for IKA channel
In order to achieve the maximum level of success in this position, the ideal candidate should fulfill the following main requirements:
-Minimum of 3 years of professional experience in key account functions, in a multinational FMCG or Retail company
-University degree MBA is welcome
-Strategic thinking and steering
-Creative problem solving skills
-Demonstrated negotiation, selling, good communication and interpersonal skills. Effective in working in a diverse cultural environment
-Analytical, organizing, planning, control networking skills ??? excellent
-Drive and determination focusing and committing on continuous improvement
-Fluent in English
-Located (or willing to relocate) in Bucharest
-Driving license, Class B
Personality:
-Talent Nurturer: Creates opportunities that develop talent and inspire superior performance
-Global Builder: Forges partnerships across functions and borders to strengthen global competitiveness, sensitive to other points of view/diversity, Team player
-Taking initiative to continuously improve performance and competitiveness, innovative, driving changes
-Entrepreneurial thinking and acting
-Strong personality, able to present the company and herself/ himself well
-Cost consciousness
-Self-motivating person
Total Business Solutions is the business partner for companies who wish to excel on the Romanian and SCEE market. To this end, we offer a complete package of services, which places our client companies in the best position to dominate their chosen field of operation through maximizing the efficiency and effectiveness of their employees.
TBS provides professional services in the area of Human Resources, including: HR Audit, Recruitment and Executive Search, Personnel Evaluation ??? Psychological Cognitive Abilities Tests & CPI, Organizational Consulting, Career Management, Training.
TBS developed two services, the HR Audit and Manager Integration Process, together with an American USAID volunteer; projects that had a very good impact on the Romanian market.
The experience and background of Total Business Solutions??? consultants would be of real and significant help for the current activity and future development of client???s company. Our successes are in Recruitment&Executive Search, HR Audit and Personal Evaluation.
What TBS offers is not only top quality results, but also a comprehensive consultancy process that will meet the goals and objectives of our clients. TBS will support the client in his decisions, from the definition of his needs and the establishment of the factual situation, through to and including the selection of optimal solutions and the implementation of results.
TBS has a broad experience in start-up and green-field projects in a variety of industries.
TBS is equipped and prepared to meet short-advance-notice assignments; in our fast-paced business environment, the promptness and quality of our response to our clients??? needs is what makes us substantially different in Romania.
Contact/Info:
Address: 108 Matei Basarab St, Bloc 74, 4th Floor, Ap. 54, sector 3,Bucharest
Tel: +40 21 320 60 27
Fax: +40 21 323 70 15
E-mail: tbs@tbs.ro
www.tbs.ro
Our client is one of the most important multinationals players in the field of FMCG in Romanian market. Due to their good results we are looking for:
National Key Account Manger