Key Account Manager

Description

• Use shopper insight and behavior data to add incremental value to Abbott. Recognize and prioritize account opportunities
• Ensure monthly and annual achievement for customer in charge. Daily monitor sales and mid-course correction. Monthly review the current year forecast phasing to cover all risk and opportunities as per plan via necessary tools
• Ensure list in all Abbott Nutrition products in 100% accounts and stores. Aware and timely list Abbott Nutrition products for any new stores or accounts in Vietnam
• Establish and leverage opportunities of Category and Sub-category management. Use shopper behavior and data from accounts to establish sound category management strategies in partnership with customers. Review P&L at account level including trading term negotiation
• Implement shopper activation plans for all major accounts to develop Abbott Nutrition brands and category.
• Use shopper data information to develop innovative visibility and shopper touch points at key strategic locations like cross display, GE, COC, etc. Build visibility plans for accounts at annual level or for ad hoc key events like Tet, new store opening, etc
• Implement brand relevant promotional plans as per requirements of the shopper to increase off take. Provide post promotion review to measure effectiveness. Track and report competitor’s activities
• Measure target and actual achievement for account team. Monitor KPIs of Sales Team as usual. Work closely with CMM GT manager to develop and improve SFE parameters of Account team
• Manage P&L at key account level to ensure agreed profitability of Abbott Nutrition business. Establish, ensure and optimize Account investment plan. Evaluate account investment plan for continuous improvement
• Manage subordinates in the Account team. Direct, coordinate, evaluate this unit. Ensure it is in accordance with organization’s policies and applicable laws. Interview, hire and train new employees. Plan, assign, and direct work. Appraise performance, talent, retention, rewarding and disciplining employees. Address complaints and resolve problems, compliance of direct reporting staff. Develop best team and build a strong succession plan based on Talent review feedback
• Maintain and develop corporate image and reputation in accordance to the Marketing Code. Responsible for complying ethical policy and standards, compliance, crisis management within function
• Build strong relationship with key personnel of Key Accounts to build long term Abbott partnership, customer satisfaction and add value to customers to help build Abbott business
• Build business sustainable developing plan through JBP activities (monthly, quarterly) and Top-2-Top (annually) with customers in charge to meet the KPIs and achieve key performance targets in supermarket (Share of shelf, share of display, OSA,…)
• Build and maintain interdepartmental relationship with customers to ensure smooth cooperation and effective internal quality across departments & units with customers’ corresponding department.

Qualifications

• Minimum 4 years of relevant experience in FMCG industry
• At least 2-year experience with Operation or Account Management role
• Account and Category management
• Influencing skills
• Sales planning
• Persuasive selling
• Customer engagement (ie. JBP/Top-2-Top) & insight
• Customer business planning
• Shopper based category management
• Executional excellence
• Effective communication & collaboration
• People management