KEY ACCOUNTS EXECUTIVE
Mondelēz International
Cebu, Region VII Central Visayas, PH
3d ago

Description

  • Mondelēz International, Inc. empowers people tosnack right in over 160 countries around the world. We’re leading the future ofsnacking with iconic brands such as Oreo, belVita and LU biscuits;
  • 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

    Planning

    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

    Forecasting

    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

    Retail Excellence

    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

    Category Management

    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.

    Organizational Excellence

    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.

    Compliance

    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.

    Qualifications

    Do you havewhat it takes?Knowledge : including education, qualifications and training

  • College graduate, preferably with a degree in Business or Marketing other related courses
  • Additional education and / or professional development course
  • Must have good business senseSkills / Leadership Competencies
  • Must possess good organizing abilities and strong human relation skills
  • Knowledge and experience in modern trade markets
  • Must have strong presentation skills
  • Must demonstrate strong business sense as well as oral and written communication skills
  • Must be knowledgeable and apply; Persuasive Selling, Handling objections, Planning & Organizing , Problem solving and Strategic & Decision Making
  • Must be knowledgeable in MS Office, namely MS Word, Excel, and PowerPoint.
  • Know how on analytical / problem solving and decision-making, oral and written communication field management and computer literacy
  • Additional know how on Supermarket Operation and basic Marketing ConceptExperience
  • Minimum three (3) years of experience in sales of consumer products with proven track record in formulating comprehensive sales plans and translate such plans into actions / results
  • Must have managed chain accounts in the pastLanguages
  • English
  • Apply
    My Email
    By clicking on "Continue", I give neuvoo consent to process my data and to send me email alerts, as detailed in neuvoo's Privacy Policy . I may withdraw my consent or unsubscribe at any time.
    Continue
    Application form