Job Title: Key Account ManagerTravel Required?: Travel - 25% of time
Date: 2 Jul 2024
Job Summary: The main purpose of the local Key Account Manager (KAM) is to help develop the business of our key accounts. The role will lead the business relationship with the central key accounts head offices to secure customer support for Hill's to grow sales, share, and recommendation, and develop, negotiate, and implement joint business plans, aligned to Hill's strategies, including forecasting and monitoring of agreed objectives.
Principal Duties and Responsibilities: Drive support for Hill's in our Key clients. Establish positive relationships with key accounts personnel (Marketing, E-Commerce/Social/Digital, Finance, Supply Chain, CRM) to influence support of Hill's strategic goals. Strong leadership, a clear understanding of their business, and foresight are required to engage customers with strategic plans.Prepare, negotiate, and implement joint business plans, marketing, and promotional campaigns to drive demand. Forecast, develop, implement, and supervise customer-specific plans to achieve Hill's commercial goals of volume net sales, share, margin, within budget spend. Communicate plans to field teams for in-store support. Visit stores to better understand implementation challenges to optimize future approaches.Ensure post-evaluation of all promotional campaigns presenting qualitative results to the commercial team and refine customer tactical plans. Share findings, insights, and recommendations.Optimize Key Account budget and all resources available.Evaluate and understand each customer's strategy applying data and analytics to supervise sales, distribution, and campaign performance, trends, insights, and opportunities for growth. Understand customer strategy, policies and procedures, and future plans as well as their digital tools and assets and organization.Facilitate and lead functional commercial organization meetings to align priorities and secure execution of all Hill's initiatives. Ensure implementation of contracts, agreements, and purchase orders. Identify risk level and competitive best practices for discussion and strategic/tactical refinement.Evaluate global KAM tools and standard methodologies for local implementation.Monitor competitive activity, identifying risk level and competitive best practices for discussing and strategic/tactical refinements.Work with the Shopper Marketing Manager/Business Development team to influence activation plans and opportunities.Align and gain approval on plans with Business Development Lead.Deliver monthly, quarterly, and annual targets.Responsible for the smooth operation of invoice processing, tracking, and issue resolution.Comply with all policies and standards.Education/Experience Requirements:
A Bachelor's degree
At least 6 years of experience in sales roles, in an omnichannel environment
Proficient digital literacy in Microsoft Office - specifically Word, PowerPoint, and Excel and or Google Workplace tools
Expected Areas of Skills: Outstanding negotiator, seeks to discover common ground, identify vital interests, and understand the customer's underlying priorities. Apply data and shopper insights to develop commercial recommendations that get results.Customer-centric! Form relationships with large complex organizations and negotiate with/selling to customers.Pragmatic working style approach and hands-on in-service delivery.Commercial acumen, a keen awareness of market dynamics, financial principles, customer needs, competitive forces, and strategic decision-making.Data-driven, have a strong business discernment and negotiate mutually beneficial agreements.Innovation. Actively seek opportunities to improve and create solutions for customers.Curiosity and digitally savvy. Have an agile approach and are able to adapt to a robust landscape. Understand the dynamics of eCommerce and seek innovative solutions.Analytical and always seek to develop win-wins for Hill's and its clients.Use data and shopper insights to develop commercial recommendations that result in driving sales, share, and reco's.Work effectively across functions.Solution-oriented.
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