The Key Account Manager contributes to our Vision and Values by achieving assigned sales forecast objectives. Responsible for maximizing the business potential in a sustainable way, developing the fasting growing channels, being the best partner and consultant to our customers according to our policy.
JOB RESPONSIBILITIES :
Develop and display a concrete understanding of : Customers’ and channels’ business environment, needs & strategyMarket of referenceCompetitors' strategy BIC internal operating policy and procedure
Manage an assigned portfolio of top local buying groups and international accounts within Modern Mass Market with focus on specialized channels (SS DRUGS, DISCOUNTS, DIY, Rack Jobbers ) for all categories.
Meet or exceed customer OIS / NS & GP in line with company's / division’s budget.
Manage customers' and buying groups' budgets (Year End Rebate / BDF funds) in line with company's / division's budget.
Manage directly a Regional Account Manager responsible for the periferical customers part of the groups under the responsibility of the KAM
Develop BIC business through targeted, creative and unique business plans / proposals taking into consideration long-term goals, strategies and results
Proactively explore and unlock new opportunities to maximize growth
Lead annual customer business plans, forecasts and P&L within given customers. Use investments to customer business with positive effect on ROI.
Lead the yearly contract negotiation in accordance with BIC sales strategy. Negotiate agreements and counterparts within complex buying groups, build and maintain strong relationships and continuously improve cooperation with dedicated customers.
Create and execute a promotional strategy leveraging the customer s proposition.
Teamwork with field sales people (RAM and Sales Representatives) in order to cooperate on customers’ or buying groups’ overall results
Closely interact and effectively collaborate with other departments and teams such as (Marketing, BDM, Supply Chain, Finance, Account Receivables
Master degree or equivalent
Min 4 years of experience in a Key Account position, with a strong focus on specialized channel, trade marketing and category management.
Excellent level of Italian language both spoken and written
Excellent level of English language both spoken and written
Proficiency in MS Office programs (Word, Excel, Power Point)
Presentation skills : structured presentations with clear context, messages in a synthetic and comprehensive way
Exposure with Trade Marketing & Category Management projects will be highly appreciated
Hands-on approach, high motivation, curiosity, enthusiasm and "going the extra mile" mindset
Analytic skills in understanding customers trends and define main areas of intervent and / or opportunities
Inclination towards innovation, challenge the status quo and think out of the box
Strong commercial thinking and business orientation
Strong teamworking skills, including inclination towards coworking with field sales force and cross-functional collaboration