Local Key Account Manager

PepsiCo Turkey

Key Skills/Experience Required - specific education/certification, specific functional experience, language etc NEEDED for the job.

2-3 years experience in an organised trade environment.
Exposure and understanding of category management principals witihin the organised trade environment.
Basic computing skills: Excel, Word, Powerpoint.
Key competencies as follows:

Leadership Imperatives:
Understands &manages key business drivers.
Takes Initiative
Creates a positive work environment.
Functional Competencies
Results orientation
Planning / co-ordination.
Influence & negotiation..
Relationship building.
Preffered skills and experiences:
Personally managed at least one big account
Having done annual agreements minimum once.
Worked (preferably led) in a multi-functional task force to improve business results with a customer, preferably done several category management projects.
Direct of dotted management of store/field operations
Experience in a written communication environment. Prepared written reports and presentaitons regularly.
Fluent English
Intellectual curiosity
Strong interpersonal, priority setting and coordination skills
Strong written communication skills (reports, presentations)

 

İŞ TANIMI

Main Purpose - what is the main objective/purpose of the role?

To achieve volume and profit objectives within specifically assigned customers through productive relationships, planning and execution compatible with channel/company strategy.

Accountabilities - list in priority order the main accountabilities/deliverables of the role, including key measures. These should be clearly the responsibilities of the JOB HOLDER.
 

• Develop and evolve a customer strategic and tactical plan:
• Customer analysis reviewing previous plan and performance with key conclusions. From this build a SWOT ( strengths, weaknesses, opportunities, threats) analysis.
• Develop customer specific (SMART) plans that cover overall strategy, specific goals (what will be achieved) and tactics ( how this will be achieved) for range, merchandising, promotions, pricing, service and distribution.
• Clear volume & profit (latter as appropriate) phased goals by brand by account.
• Build a datal plan detailing the planned presentation, agreement and implementation of all elements of the customer plan.
• Execution Of Customer Plan:
• Appropriate levels of written, verbal and face to face communication with the customer ( to be determined by specific account).
• Presentation, negotiation and implementation of targeted plans for range, merchandising, promotions, pricing, service, and distribution.
• Develop a productive business to business relationship with the customer.
• Build and log a clear understanding of the customer structure, roles and individuals.
• Periodical visits to the customer to develop a trust based, mutually beneficial relationship at the all appropriate points of interaction.
• One major business review with all customer / company key personnel. Quarterly business reviews with primary contact (Buying).
• Consistently high customer service: same day response time; prioritisation and solving of customer 'issues' within agreed time frames.
• To an appropriate level, have a clear undersatnding of how the customer makes key decisions, who owns / influences / implements them and built relationships with key personnel as a result. As appropriate, facilitate multi-functional relationships between the customer and the company to influence key decisions.
• Building internal multi-functional alignment to the account to achieve volume / profit goals:
• Within the specific account plan, work with line manager to focus the required internal resources against specific goals:
• Trade Marketing / Category management, time / resource allocation.
• Logistics (supply chain), time / resource allocation.
• Build an account budget and gain agreement to it, to deliver customer specific plans at the desired profitability.
• Communication and commitment building within field support teams.
• Customer Administration:
• Maintain an account file that represents the current situation within the account in terms of the key sales drivers.
• Build and keep updated store database for the account.
• Provide desired level of forecasting for company production planning.
• Complete all customer administration as required (eg. Promotional proposals, product files etc)
• Weekly store visits to validate compliance to account plans.
• Continually updated budget with exact status on every activity / invoice.
• Evaluation of all key customer activities within the plan (eg. Promotions)