CadburyDairy Milk, Milka and Toblerone chocolate; Sour Patch Kids candy and Trident gum. Our 90,000+ colleagues around the world are key to the success of our business.
Great people and great brands. That’s who we are.
Join us on ourmission to continue leading the future of snacking around the world by offeringthe right snack, for the right moment, made the right way.
Reporting to the Key Account Manager-VisMin, the KEY ACCOUNTS EXECUTIVE Ops (Central and Eastern Visayas) is directly responsible for delivering the Volume, Revenue, Accounts Receivable, Distribution and Visibility targets for all Retailer and Wholesaler Customers under the Area assigned.
This person also ensures implementation of trade initiatives or Customer Specific Promotions to achieve his / her business objectives.
The KAE implements the action plans defined by his KAM.
He / She ensures implementation of these plans at a designated time frame.
He / She cascades these activities and programs to his / her merchandisers for implementation.
He / She is directly responsible for managing the business of the customers assigned to him / her.
This can be a single or multiple account.
Some of thekey accountabilities for this role will include (but are not limited to)
Volume, Revenue, AR
Is accountable for delivering against planned revenue and volume (shipment, in-market-sales) targets by focusing on the Territory Distributor(s) KPI’s and sales drivers.
Implements trade activities and programs to ensure delivery of volume and revenue targets.
Develops and implements TD specific programs to supplement national or region sales and marketing initiatives.
Sets and cascades goals for each TDSR and monitors their performance on a regular basis i.e. daily, weekly.
Ensures collection of payments and application of credit memos
Is responsible for monitoring TD payments and controlling of Accounts Receivables
Implements plans and programs necessary to deliver revenue and volume targets for the assigned area
Flawlessly executes cycle initiatives and New Product Development initiatives.
Utilizes customer insights to identify revenue opportunities
Identifies potential gaps, communicating those gaps and recommending possible solutions
Ensures timely submission of claims and resolution of disputed claims
Manages trade returns
Conducts Joint Business planning with the account to ensure that plans are compatible with the company directions to support common goals
Plans and recommends appropriate personnel and logistics resources
Conducts Cycle meetings with merchandising team to ensure clarity of targets, processes, and game plans
Conducts monthly, weekly and Daily PDCA (Plan / Do / Check / Act)
Develops and implements the Customer Business Plan that is aligned to the channel objectives and country plans
Aligns Cycle initiatives / objectives with TPA during Monthly meetings
Owns the joint business development process with assigned customers
Implements consumption-driven and visibility plans aligned with customer strategy.
Ensures clear alignment of plans with retail customers and other company functions
Trade Fund Management
Is accountable for effective spending of trade funds allocated to his assigned customer to achieve optimal results.
Develops by-monthly grid that outlines promo activities with the its key accounts.
Is accountable for control and responsible for accounts trade fund spending within budget.
Ensures timely closure of programs and liquidation of funds.
Supports Trade Marketing with input to determine effective trade spending for the distributor(s).
Executes trade programs defined by the CPA and / or KAM
Responsible for validation and timely submission of customers trade spend claims and resolve discrepancies
Accountable for spending within approved budget
Accountable for creating effective Activity grid for assigned Key Accounts
Effectively plan, execute and track trade funds as it relates to assigned customers
Partner with Trade Marketing to develop sustainable and unique programming to foster growth aligned to Customer Business Plan
Responsible for validation and timely submission of customers’ deductions and resolve discrepancies promptly
Ensure closure and liquidation of trade spending.
Compliance to trade spending policies.
Customer Management & Route to Market
Understand Trade Dynamics to help better manage Key Accounts
Ensures regular coverage of the customer and retail call on all its outlets
Establishes strong partnership with his cross-functional customer team to provide the best customer service possible.
Ensures that day to day needs of customers are met i.e. delivery of orders on time, pick up of un-salable, presence of merchandisers and proper implementation of pricing and promotions.
Translates category management plan in to account plans
Benchmarks his customer against competitors and provide feedback on how to improve on it
Ensures customer compliance to agreed terms and conditions
Knowledgeable with customer needs and opportunities
Support the forecasting process by supplying accurate and timely information on future demand.
Accountable for forecasting customer demand based on historical data and customer initiatives.
Work with CS&L to manage out-of-stock, warehousing, stock requirement, product ageing and trade returns.
Identify potential risks, opportunities and misses for the assigned Customer and implement solutions
Accountable for flawless execution of distribution, shelving, pricing, merchandising, events and NPD within the assigned area / customers
Continuously utilise and improve optimal procedures / tools for in-store executions
Utilize store and competitive data to identify the growth opportunities / market share in the stores
Store visits and audit as per journey plan
Lead in-store execution of category management with assigned customers
Be the customer expert in identifying partnership opportunities and providing information to build effective plans
Execute strong merchandising programs based on consumer and category data
Monitor and communicate results of category management implementation.
Shows ownership in personal development to be a high performing contributor to the Key Accounts team
Display pro-activeness in recommending development programs to improve his / her team capabilities
Train and coach TPA (coordinators, supervisors and merchandisers) within assigned Area.
Apply best practices of other teams / markets to his customer.
Always act with the highest degree of integrity and complies 100% to the Corporate policies on Compliance
Always participate in all training and Seminars to improve knowledge / skills.
Do you havewhat it takes?Knowledge : including education, qualifications and training