Key Account Executive Ho Chi Minh City, Vietnam

6 months ago

Ho Chi Minh City, Vietnam Philip Morris International Full time

Job summary:
The Key Account Executive will be an integral member of Key Account team to strategize, develop and execute Key Account development strategy for all product categories which in line with company strategy about business growth, share, investment to ensure sustainable growth and profit. This role will also oversee the company relationship and business with its most important Key Accounts, be responsible for maintaining and developing long term business relationship with existing and potential Key Accounts by understanding and servicing their needs to a win - win relationship.

**Responsibilities**:
1. CUSTOMER MANAGEMENT & TRADE DEVELOPMENT
- Follow, execute an annual business plan/trade marketing plan taking into Key Account levers of growth to achieve company and brand results (sell-in, sell-out, share of market, LAS/ LAU, lead generation, brand awareness, brand visibility, ROI) within Key Accounts.
- Lead and participate in the negotiations with Key Accounts on contracts, key launches, space, location, stock, SOP and relevant matters. Establish and develop partnerships and strong relationships with Key Accounts.
- Establish and implement plans with Key Account including but not limited to trade marketing/animation/ merchandising/training/ digitalization. Follow up KPIs, budget, return-on-investment. Support the development and business of Key Accounts.
- Follow contract compliance associated with company policies, legal requirements and brand guidelines.
- Drive and improve the performance of Key Accounts by immediate supports and proper problem-solving solutions.

2. SALES VOLUME
- Deliver yearly and monthly sales targets with solid sales plan for the designated key accounts, develop and monitor the performance of sales plans by key account by brand / SKU.
- Suggest improvements to key accounts’ operations in order to increase sales volume and market share of VPMBR brands.

3. BRAND PORTFOLIO MANAGEMENT
- Manage the VPMBR brand portfolio within selected key accounts in order to enhance volume, ensure product availability and avoid out of stock within the channels.
- Manage and communicate new brand launches or price changes within targeted key accounts.

4. TRADE MARKETING PROGRAMS & POSM:

- Implement various programs and incentive schemes aiming to increase VPMBR brand portfolio performance and strengthen customer relationships in the targeted accounts in order to contribute towards the company's overall strategic or tactical objectives.
- Work closely with Trade Marketing/ Marketing in developing and implementing the most effective Key Accounts channel specific approach in order to coordinate Accounts programs and brand communication which would enhance VPMBR strategic position.

5. PRACTICES, PROCESSES AND BUDGET MANAGEMENT:

- Co-ordinate with distributor and internal functional teams to ensure proper compliance, operation, deployment and execution.
- Follow & track the approved allocated budget and monitor actual spending closely, updating supervisor according to agreed cycles.
- Ensure that all programs are reviewed according to related protocols and approvals; comply with PM's Marketing Code, local laws and business conduct policy and other relevant VPM Branch principles and policies.
- Manage POSM, visibility, stock, SOP agreements with Key Accounts.

6. FIELD SALES FORCE MANAGEMENT
- Work and support sales team (including contracted staffs) to achieve company, brand strategy and business KPIs.

JOB REQUIREMENTS
- Bachelor's degree in business administration / marketing preferred
- Minimum 3-5 years' experience in Sales or Marketing area preferably in an FMCG MNC; at least 1 year experience in Key Accounts or equivalent function, possess good understanding of field sales operation.
- Interpersonal and networking skills, good command in written and spoken English, Analytical Skills, Creativity, Presentation & Negotiation skills, Basic understanding of Planning & Budgeting
- Brands: Brand Framework Application, Market Research Tools Understanding, Agency Managing, Competitor Brand Portfolio Insight
- Consumers: Core Target/Needs and Insights Understanding, Consumer Engagement Optimization, Brand Activation Application, Touch Points Application
- Trade: Negotiation Skills, Customer Insights Application, Supply Chain Application, Channel Strategy, Trade Marketing Application, Key Accounts Application, Inventory Management, Territory Expertise, Coverage/Routing Planning.

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