About the Role :
For our Ferrero Head Quarters in Luxembourg we are currently looking for a Key Accounr Manager for the Travel Market departement who will be working on reaching sales targets of the customers assigned and developing the business with the Key Accounts.
Main Tasks :
Sales Strategy, Forecast, Budget and Objectives
Proposing annual strategical plans for the key accounts assigned;
Proposing a Sales Budget (volumes, trade spending, etc.) for the Key Accounts assigned;
Monitoring and tracking trade spend monthly;
Monitoring Sales Targets achievement on monthly basis and propose recovery plans in advance in case of negatve trend;
Monitoring Sell Out trend;
Tracking and monitoring forecast vs. orders vs. objectives.
Analyzing current Customer Performance and defining future Business Opportunities;
Defining Customer-specific goals and strategy;
Developing SWOT Analyses & Performance Reviews by Customer;
Defining Action Plans by Customer;
Continuously monitoring Customers Performance.
Defining and negotiating contracts with the Customers assigned;
Developing with the support of Trade Marketing, specific sales arguments to achieve the Strategic Goals of the customers assigned;
Negotiating implementation of planogram and position at central level, and providing support and guidance to sales field for local implementation;
Keeping Trade Spending within the Guidelines;
Analyzing trade spending and ensuring the best return on investment;
Checking and calculating distributor trading terms reimbursement.
Deployment & Control
Monitoring the actual in-store deployment, follow up and coordinating with key accounts to ensure local execution is aligned with defined plans and policies;
Monitoring Sales, Stocks & Building Blocks KPIs for the customers assigned;
Maintaining the assigned assortment through on time listing and code opening.
Who we are looking for :
Min. Bachelor’s Degree in Economics, Business Administration or similar;
At least 4 years’ experience in similar roles;
Previous experience in FMCG;
Previous experience as Field Salesperson / Merchandiser;
Market knowledge : Travel Retail, Inflight, Border Shops, Low Tax area, Railway Retail structure;
Strong analytical skills;
Account management & negotiation skills;
Knowledge of Channel & Custmer Plan;
Knowledge ob Commercial Logistics;
Knowledge of the P&L;
Proactive, dynamic and responsible approach;
Ability to work in a challenging environment;
Excellent command of Microsoft Office, especially Excel.
Fluency in English is mandatory;
Knowledge of Spanish is a plus.