Senior Key Account Manager в Brown-Forman

What You Can Expect

NKA management

Develops Tier-1 Customers mid and long-term strategy, contributes to the annual planning and implements channel management in order to drive sustainable, profitable growth;
Designs the system of balanced Trading Terms based on pay4performance principles to ensure efficiencies of investment;
Achieving appointed sales targets, distribution, profit and visibility objectives in assigned client accounts in the respect of budget by analyzing the portfolio of promotional activity against both financial and strategic criteria and looking for ways to optimize the overall investment.
Developing the interaction strategy based on the client relationship, building trust and promoting further collaboration as appropriate to maximize mutual sales and profit;
Setting and agreeing to broad strategic objectives supported by key insights which challenge organizational thinking and drive step-change growth. Cooperates with internal stakeholders respectively for planning, budgeting and forecasting processes to ensure integration of the brands’ strategies into given NKA client strategy.
Leads monthly and quarterly country TOP KA reviews to ensure business development is in line with the annual sales plan & budget.

Leading Negotiation Campaign

Leads annual negotiation of Trading Terms and achieves ´win-win´ agreements with TOP-7 NKA customers including all promotional plans, programs and activities developed for respective clients through Distributor’s KA team.
Interacting and communicating effectively with key decision influencers both within organization, Client and Distributor’s side and are perceived as an expertized source.
Ensure any agreements negotiated and reached do not put the organization at risk legally and/or financially.

Execution and Reporting

Manages national NKA channel P&L.
Develops KAs client’s growth and execution plans to be applied.
Achieves appointed sales targets, distribution, profit and visibility objectives in channel via distributor’s field force.
Quarterly client visits according to work plan in order to identify areas of improvement and collecting and updating information about competitors’ activities.
Co-leads joint S&OP process.
Conducts regular field market visits across country, provides market review and competition analysis of the regular basis.

Financial Management

P&L responsibility of volume share of the business within top performing modern trade clients.
Manages Net Sales budget with full ownership and responsibility behind it.
Ensure investment threshold into client is applied as per annual plan.
Review plans and budgets on the regular basis, anticipate budgetary needs, and proactively report into Commercial management to align on adjustment of budgets/programs to business priorities.
Analyze the set of promotional activity against both financial and strategic criteria and look for ways to optimize the overall investment.

Distributors’ KA team supervising

Participates in team creation by providing consultancy on required knowledge, capabilities and experience.
On-boards Distributor’s Dedicated KA team, business strategy and overall market trends.
Sets balanced business targets per client, plays pivotal role in business results evaluation, providing directions and consults distributor’s KA team on volume and distribution targets.
Participates in the regular Distributor’s service assessments as a key influencer and recommends reward approach.

What You Bring to the Table

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