Position Purpose Statement:
- Providing control and management of assigned TOP Local Key Accounts to increase share, volume and value of Mondelez within those customers, according to the plans and targets.
- To be fully responsible for all negotiations and activities with assigned Local Key Accounts.
Primary Accountabilities / Responsibilities:
- To achieve volume targets and objectives using Customer Business Plan and Monthly Business Review as tools;
- To constantly develop and improve the relationships with assigned Local Key Accounts;
- To be fully responsible for the negotiations with assigned Local Key Accounts;
- To prepare the negotiations with all relevant information and statistic;
- To negotiate better Trade Terms and Conditions according to Company Price discount policy;
- To negotiate the best exposition on the customer’s shelves;
- To set goals and personal targets for the assigned team;
- To analyse the process of chain development, to identify the opportunities end threats, and to prepare the action plans based on the sales results and effectiveness of promotions;
- To use Promo Analysing Excel sheet and Account Business Plan as tools for promo efficiency calculations;
- To search new opportunities for increasing sales in the assigned customer;
- To provide National Manager LKA with all necessary reports according to the procedures. To keep line manager and other departments informed of all specific marketing, sales, personnel, financial and operational needs as well as of all competitive activities such as promotions, merchandising efforts, new products/packages or competitive policy changes;
- To manage the Trade Performance Deals budget dedicated to support/increase the sales within the customers of responsibility;
- To be responsible for proper forecasting of volume for each assigned Local Key Account.
- At least 2 years of proven experience in management of sales through exact Local Key Account (depending on the location), extensive experience in KA management within Modern Trade channel;
- Experience in promotion implementation;
- People management experience;
- Finance acumen: understanding of financial basics, knowledge of ways to influence company’s financial KPI’s in dealing with assigned Local Key Accounts;
- Excellent communication and negotiation skills;
- Strong analytical and planning skills;
- Strong Interpersonal and Influencing skills;
- PC skills (Word, Excel, Power Point).