Key Account Manager Travel Market

Key Account Manager Travel Market

Ferrero

Luxembourg

About the Role:

The Key Account Manager is an operational role to manage and supervise, throughout the entire assigned region/clientele, the relationship with the central buying of the client, in order to negotiate and validate agreements & to develop the sales and Ferrero’s position.

The incumbent will report to Head of Sales Europe & Americas, supporting in his/her role the HOS in defining the sales strategies (targets, initiatives, opportunities) for the Accounts.

Main Responsibilities:

Main tasks:

Budgeting:

  • Responsible for aligning budget Management & Business objectives;
  • Apply & monitor trade spend as per guide lines.

Negotiation:

  • Elaborate agreement proposal based on BU guidelines;
  • Present, negotiate & validate new agreement to the clients;
  • Monitor application of agreed plan (assortment, distribution, promotional/activity calendar, visibility).

Customer development & management:

  • Communicate FTM strategy & vision to customers;
  • Identify growth potential and risks in customer level;
  • Identify in customer strategy the common points with Ferrero strategy;
  • Monitor YTD achievement in customer level vs. Budget (sales, trade spend, NPD, assortment mix);
  • Convince customer’s buying teams to apply Ferrero’s key guidelines concerning Forecast commitment, Planogram implementation, Ordering frequency, Data sharing, Payment terms, Promotional funding);
  • Contribute in solutions of problems in assigned customers;
  • Collaborate & support with clients’ HQ departments to improve efficiency (Logistic, Finance, Legal).

Relationship management:

  • Work on becoming an “expert” of:
    • Confectionery key sub categories with customers in the Area;
    • Customer business, targets and organization.
  • Work on becoming a preferred supplier for customers confectionery category by building engagement with the buying team;
  • Become a Ferrero ambassador on all designated accounts’ buying team;
  • Become an official information supplier for HOS regarding clients’ trend & activities.

Controlling & planning:

  • Update Forecast of sales volume by SKU/brands & customer in the Area;
  • Track and update trade spend status and plans;
  • Control & report customers’ performances (SISO – SOH – M SHARE) within the area;
  • Analyze & report potential deviations & suggest recovery plan.

POS management:

  • Responsible to optimize the Ferrero brands presence in the point of sales:
    • In collaboration with TM, implement on key locations MyPS project;
    • Help to prioritize important projects that can bring extra revenue.
  • Organize retailers’ needs & inform TM contact for new projects;
  • Control & ensure that Ferrero guidelines are implemented in the POS (Freshness, Planogram, 4 category approach).

Who we are looking for:

Profile:

  • Master’s Degree in Economics, Business Administration, Finance, Engineering, Legal Studies or other elated fields;
  • 4-7 years of work experience;
  • Duty Free and Travel retail experience will be considered an asset;
  • Experience in FMCG will also be considered an a plus;
  • Strong Negotiation and Customer management skills;
  • Deep understanding on Commercial policies and agreements;
  • Proactive, dynamic and with a result oriented approach;
  • Ability to work in an environment of cultural diversity as well as under the pressure;
  • Organized;
  • Self-motivated.

IT Skills:

  • High proficiency of MS Office;
  • Knowldege of SAP ERP as a user.

Languages:

  • Full professional proficiency in English;
  • Any other European language will be considered a plus.

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EuroJobsites is a UK registered company number: 4694396 VAT number: GB 880 9055 04

Registered address: EuroJobsites Ltd, Unit 8, Kingsmill Business Park, Kingston Upon Thames, London, KT1 3GZ, United Kingdom

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© EuroJobsites 2019

EuroJobsites is a UK registered company number: 4694396 VAT number: GB 880 9055 04

Registered address: EuroJobsites Ltd, Unit 8, Kingsmill Business Park, Kingston Upon Thames, London, KT1 3GZ, United Kingdom

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