National Key Account Manager

4 weeks ago

Ho Chi Minh City, Vietnam JTI - Japan Tobacco International Full time

We’re JTI, Japan Tobacco International and **we believe in freedom**. We think that the possibilities are limitless when you’re free to choose. In fact, we’ve spent the last 20 years innovating, creating new and better products for our **consumers to choose from**. It’s how we’ve grown to be present in 130 countries.

But our business isn’t just business. Our business is our people. Their talent. Their potential. We believe **when they’re free** to be themselves, grow, travel and develop, **amazing things can happen for our business**.

That’s why our employees, from around the world, choose to be a part of JTI.** It is why 83% of employees feel happy working at JTI.** And why we’ve been awarded **Global Top Employer status, nine years running**.

So when you’re ready to choose a career you’ll love, in a company you’ll love, feel free to #JoinTheIdea.
- This position will remain open until filled._

**Local applicants **are welcome.

**Department**:Operations

**Location**: Ho Chi Minh, Vietnam
**Reporting to**: Operations Director
**Role**: Permanent.

**WHAT IS THIS POSITION ABOUT?**

The purpose of this position is to grow and build a sustainable JTI Key Account (modern trade) business via development of Commercial Strategy for the channel in line with JTI Vietnam SOM and OCC growth agenda. Working closely with Key Account Managers (KAM) to build good business relationships, trade investment strategy and strong negotiations with each KA Partner. Work in close collaboration with Brand Manager, Field Marketing Managers to develop equity boost activities inline with Portfolio initiatives. NKAM will also work closely with Finance colleagues to develop and implement credit limit and receivables strategy. He/She is expected to identify development needs of KAM and will coordinate closely with the APAC Region on relevant training needs to ensure Key Account excellence.

**WHAT WILL YOU DO?**
- Works in close collaboration with Operations Director, and its peers Commercial Planning Mgr., National GT Mgr, Brand Mgr, Field Marketing Mgr., Merchandising Mgr. to develop a commercial strategy for the channel, and specific annual account plans. Conducts business review to Key Account (KA) partners on a quarterly and yearly basis.
- Responsible for entire KA Trade Strategy and define proper resources allocation (investments). Ensure development of striking & consistent visibilities, strong negotiations & maintainance of strong partnership with each KA Partner by working closely with KAM, Brand Mgr. and Merchandising Mgr..
- Develop proper Key Account organization structure relevant to business need.
- Support Team Effectiveness through implementation and effective management of proper Route to Market strategy (coverage analysis, distribution, visibility, OOS management, quality execution at store level, compliance) that will ensure achievement of Key Account strategic goals (SOM, Volume Mix, ROI) in line with ASP plans. Explore alternative selling process such as digital platforms to increase efficiencies of our OPEX.

**Finance and Policies**:

- Control the effective use, compliance and phasing of respective KA Partner budget in close cooperation with Channel Planning Manager and Finance peers. Accountable in the development of sustainable investment to increase ROI per KA Partner.

**People & Culture and Compliance**:

- Ensure managing of assigned team through effective and permanent tasks allocation according to skills level, control and feedback, and development possibilities. Ensuring strong succession planning and engagement in place. Coaching, training, motivating and coordinating direct subordinate employees with the purpose to maximize their performance and engagement.
- Follow all labor safety requirements. Be aware of all required labor & safety instructions. Role model safety behavior and ensure the necessary preventive actions are done in all Region. Immediately inform line management about any situation of danger to life and health of people as well as about every accidents occurred during working hours.
- Oversee JTI Compliance agenda and work in collaboration with P&C on prevention of Labor/Compliance cases per region.

**WHAT ARE WE LOOKING FOR**?

**Qualifications & Experience**
- MA/BA Degree in Business, Marketing, Management, Economics, Finance.
- Min 8 years experience in FMCG Key Accounts, Channel Planning, Trade Marketing background with Distribution management experience.
- Advanced written and oral English; fluent Vietnamese
- Having prior experience in the tobacco industry / highly regulated industries is a plus
- Possess a deep understanding of the intersection of policy and politics, particularly in a highly regulated industry with well-known brands

**Skills, Competencies & Languages**
- Strong negotiation and commercial planning skills
- Strategic thinker and a self-starter
- Ability to build trust and collaboration across teams
- Outstanding interpersonal, commu

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