The position of Junior Key Accounts Manager is available for grabs at the Colgate Palmolive Company.
Scope Of Responsibility:
The Junior Key Account Manager is responsible for delivering net sales, volume, NPAT, and market share targets for an account, channel, or geographic area. The Junior Key Account Manager plays an integral role in using a team approach across all functional areas (customer marketing, operations, finance, and logistics) to develop business and profitable growth by
Key Responsibilities:
Sales Planning
- Implement strategies that are consistent with the broader organizational vision. Ensure that the strategies take into account a broad range of internal factors such as which brands, which categories, and what accounts. Also recognize differing external factors such as suppliers/vendors, distributor capacities, customers; competition, economic environment, etc. will impact implementation.
- Translating sales strategies into specific operational sales objectives (e.g., pricing, distribution, and share of shelf volume, profitability, and market share) and other key performance indicators (KPI’s). These include gross to net, margin, forecast accuracy, account inventory levels, day’s sales outstanding, out of stocks, and promotional performance.
- Ensure “winning at the shelf” is a top priority for the team, and that 5P tactics and demand generation initiatives are executed with excellence at the point of sale
- Ensure that overall strategies are translated into specific short term and long term operational objectives (e.g., targets for distribution, volume, profitability, and market share) and priorities.
- Conduct and share detailed analyses of trends (brand share, pricing, category sales, competitive products, and promotional activity) with CDT and Brands team.
- Working with retail marketing and the customer to make decisions related to product, pricing, placement, promotion and POP materials based on Promotion and Evaluation of the shopping habits and behavior of the Shopper/ consumer in the assigned account.
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Sales Management
- Building and managing mid-level relationships between Colgate and key players in the account(s) and channel.
- Working with retail marketing to leverage trade spending and develop effective promotional and in-store programs that drive consumption off the shelf cost effectively.
- Monitoring sales performance, gross to net, working capital and other performance indicators and taking action to improve performance.
- Influencing the customer(s) to grow sales, improve service delivery and identify supply chain efficiencies by utilizing new techniques, tools, and information systems (e.g., category management etc.)
- Conducting accounts and store negotiations, business reviews and follow-up with national and/or divisional representatives.
- Use the latest information systems and business analytical tools to support decision-making.
Required Qualification:
- A Bachelor’s Degree, Master is plus
- Minimum 4 years of experience in Customer Development or Sales, preferably in FMCG company
