Key Account Lead

Key Account Strategy:

- Formulate the sales strategy of modern trade channels by setting up Account Priorities, Key Focus, and Key enablers for achieving sales target 

- Ensure modern trade fundamentals are achieved by having effective planning and cross-functional collaboration with commercial planning, sales operation, marketing, and finance

- Drive sales and revenue growth, market share, and improve profitability

- Create initiatives to improve business processes and overall working procedures to enhance efficiency and effectiveness 

Business Planning:

- Lead negotiations with key accounts/banners to establish trading terms that align with JTI company goals while meeting the account's requirements

- Collaborate with key accounts/banners to develop joint business plans (JBP) that outline annual strategies, objectives, and actions to drive mutual growth and profitability. This requires a business review, critical metric agreement, or joint project to enhance the partnership

- Develop strong relationships with key account partners, including decision-makers and influencers, through regular communication, meetings, and relationship-building activities

Budget & Financial Management:

- Plan the trading term payment and any financial management properly

- Monitor the payment performance (AR) and claim (AP) and bring up accordingly if any issues

- Monitor the trade marketing budget utilization, market return, days of inventory 

Key Account Management:

- Provide market & competitor activities analysis, and customer insights to the management team

- Collaborate cross-functionally with sales operations, marketing, and RTM to deliver excellent execution 

- Communicate efficiently & optimally to line managers and colleagues. Establish good relationships with all sales operational, distributors, and colleagues of various internal department

- Minimum Degree holder in Business Administration, Marketing, or any other related fields

- Working experience with at least 8-12 years in sales, key accounts, channel management, and trade marketing in FMCG shall be an added advantage

- Able to lead the team & coordinate cross functions, externally to deal with customers. Strategic & structured thinking, innovative & independent. Positive & open attitude, flexibility to change

- Drives people and empowers the team

- Knowledge of Microsoft Office, and Excel (basic formulae, such as H/VLOOKUP, IF, SUMIF, and pivot usage is crucial) and ability to prepare slides via PowerPoint

- English communication skills (fair level)