Job Description - Key Account Manager, Drugstore Channel Mass Poland 

PURPOSE

This role is responsible for profitable sales growth in identified customers. Person with a real passion for business, who wants to work for one of the biggest customers in Poland and more and is ready to enable the business to drive positive sales growth results. He or She is responsible for achieving company target and manage investment. Externally, this role needs to build strong customer partnership. Internally, this role needs to collaborate with stakeholders and align the plan, resources and expected outcome.

KEY ACCOUNTABILITIES

Business & Financial Acumen

Achieves sales target via developing strategy & solution with customers and building profitable business partnerships.

Manage investment with expertise in budget & payment management.

Drive customer contribution improvement with better mix and planning

Manage customer profitability for long term cooperation.

Accounts/Distributers and Industry Knowledge.

Manage JBP, customer cycle management and contract negotiation.

Seek potential opportunity to drive mutual benefit via insightful action plan.

Monitor market trends, customer needs, competitors' action and develop appropriate plans to gain share.

Understand the management priority across different G2M solution across direct account, distributor model or agency model.

Customer and Stakeholder Engagement

Translate customer insights to applicable solutions to customers. Seeks advice, guidance, and direction from key stakeholders.

Play appropriate role to negotiation with customers or internal stakeholders.

Build strong connection with global/regional customer team.

Support company portfolio choice to shape best G2M plan.

Escalate customer selling from pricing negotiation to category selling.

Drive in-store execution to support business & category objectives.

Leadership & Team management

Lead the team (internal subordinates or external distributor team) to meet the company goals.

Develop team’s capability with coach & training support and performance management.

Compliance Process Management on regulatory, legal, quality & control and financial to align with Credo based decision.

Key Deliverables:

Sales, Offtake, Share, Customer GP, Investment Effectiveness and Efficiency (Customer TIE), Execution Excellence (5P & Perfect store score), Customer Inventory, Operation discipline (Forecast, payment, etc)

Qualifications

Bachelor’s degree or above.

At least 3+ years of customer or trade marketing management experience with proven track record. Prior experience in FMCG industry is a bonus.

Multiple channels & customers and GTM (Direct account/distributor) experience is a plus.

Strong operational discipline and results oriented.

Insights driven with strong understanding of customers’ needs.

Challenge status quo and determined in tough negotiation & conversation.

Strong communication and interpersonal skills.

Resilience, agile mindset to cope with ambiguity, uncertainty & high pressure.

Good English proficiency in written and oral is a must.