Job Location : Luxembourg
Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®.
As the love for our brands continues to grow, so too does our global reach. Represented in 55 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world.
The secret to our global success? Nearly 35,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of.
Join us, and you could be one of them.
About the Role :
For our HQs in Luxembourg , we are currently looking for a Key Account Manager for the Sales team of our Travel Market function.
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 :
Main tasks : Budgeting :
Responsible for aligning budget Management & Business objectives;
Apply & monitor trade spend as per guide lines.
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;
IT Skills :
High proficiency of MS Office;
Knowldege of SAP ERP as a user.
Full professional proficiency in English;
Any other European language will be considered a plus.
How to be successful in the role and at Ferrero :
Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are -
dedicated to crafting brilliant results for consumers around the world.