Key Account Manager

The Key Account Manager is responsible for managing the Company sales in key accounts in order to meet NSR, profit and volume goals specified by the Company’s strategic business plans as communicated by the Commercial Excellence Manager.

TASKS:

Key Account Management / Wholesalers

• Responsible for achieving targeted NSR, volume and NSR/UC of designated customers, including managing credit, sales orders, deliveries, commercial deals/ contracts, damaged or expired products, total product age management, marketing and promotional opportunities. 
• Responsible for managing, with the supervision of the Commercial Excellence Manager, negotiations and contracts (in line with commercial policy and approved budgets) with designated customers, to ensure implementation and execution of targeted MSL and PICOS (merchandising) standards as per brand guidelines and commercial annual plan to achieve set NSR, volume and NSR/UC targets.
• Responsible for regularly tracking performance and implementation of contracted counter performances and action in case of any deviations vs agreed and contracted services with notification to Commercial Excellence Manager.
• Responsible for regularly conducting performance analyses and reviews with the customers (min on quarterly level) to ensure professional communication, alignment to the set plan and identification of any further opportunities with customers.
• Responsible for negotiating and implementing, with the support of the activation team, all planned activities as per brands and customer activity calendar and brand business plans.
• Responsible for monitoring in-store performance and execution of competitive products.
• Responsible for preparing annual Customer Business Plan for designated customers, based on strategies shared by the Commercial Excellence Manager and Marketing department, updating the plan on a regular basis (min quarterly) and sharing internally as required.

Skills & Competencies:

• Previous experience in sales management is required.
• Knowledge of the FMCG sector is desirable and preferred.
• Must possess a commercial flair.
• Strong market and trade understanding.
• Strong planning and organisational skills, with the ability to analyse data in order to identify improvements and successfully implement initiatives, is required.
• Numerical literacy - being able to analyze and understand numbers, as well as forecasting.
• Good problem-solving skills.
• Good communication skills.
• A diligent and well-presented individual who is driven and results-oriented.
• A strong command of Microsoft Office tools.
• Native level of Maltese and professional level of English is a must.
• Must possess a clean driving license.