Key Account Manager Travel Market
Thorntons
Senningerberg, LU
il y a 23h

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.
  • Customer Plans

  • 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.
  • Negotiation Activities

  • 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 :

    Profile

  • 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 of Commercial Logistics;
  • Knowledge of the P&L;
  • Proactive, dynamic and responsible approach;
  • Ability to work in a challenging environment;
  • Result orientation.
  • IT skills

  • Excellent command of Microsoft Office, especially Excel.
  • Language skills

  • Fluency in English is mandatory;
  • Knowledge of Spanish is a plus.
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