JOB DESCRIPTION
- The National Key Account Director – On Premise Role leads and ensures the achievement of the company’s Modern Trade strategies – on premise, with the overall objective of delivering the target volume, execution, and market share. He / she ensures the correct operational efficiency and client management model of National and Regional Key Accounts (NKA / RKA), which will ultimately support the company’s profitability and provide value for our stakeholders.
Key Responsibility:
National and Regional Key Accounts Strategy and Negotiation
- Develops sales and marketing strategies for NKA and RKA
- Ensures that strategies proposed and implemented are aligned to the company’s guidelines, procedures, and policies.
- Oversees the Trading Terms Agreement (TTA) / commercial contract negotiation process.
Commercial Development
- Maintains and improves market share.
- Establishes the portfolio of products by covering the demand and interest of clients.
- Ensures the presence and preference of company brands on the market by establishing promotional plans and monitoring its implementation.
- Collaborates with Logistics and other functions in ensuring we provide best in class customer service to Key Accounts and that all customer deliveries are achieved, on time and in full, and avoid penalties from customers.
- Benchmark best practices in the market and maintains familiarity of current trends for Modern Trade and define plans on how Modern Trade operations should adapt to the ever-changing needs of the market.
Customer Management
- Leads regular business reviews with the customer to review performance, propose initiatives to drive volume and profitability, to the benefit of both the company and the customer.
- Sustains collaborative partnerships with KA customers.
- Ensures that programs implemented are within the authorized parameters set in the TTA and will remain profitable.
Business Plan and Budgets Management
- Ensures that all programs are within the established budget, to achieve overall profitability.
- Anticipates expenses and seeks opportunities to maximize budget and deliver savings from expenses and provide higher profitability.