Key Account Manager

Purpose

Responsible for achieving targeted business objectives in assigned accounts. Own the customer relationship through annual joint business planning. Lead execution with excellence, track, and evaluate results. Effectively manage and leverage available resources (HMB sales team, multi-functional teams, external parties) to deliver results.

Key Responsibilities

• Lead business with retailers to achieve joint objectives, understanding consumer profiles, business strategies, and opportunities.
• Own customer relationships. Implement annual Joint Business Planning and quarterly reviews with key customers.
• Develop account business plans, collaborate with multi-functional teams for alignment and approvals.
• Lead product sell-in to retailers — new products, pricing, merchandising, assortment, promotion, and visibility plans. Coordinate with HQ buyers, store teams, merchandisers / CDRs for flawless execution.
• Analyze data regularly to understand sell-in & sell-out trends, promotion effectiveness, gaps, and develop mitigation plans. Identify growth opportunities within the business.
• Monitor executional results (OOS, BUF, EOE, pricing) and implement improvement action plans.
• Collaborate with supply chain and distributors to ensure timely order fulfillment and resolve payment disputes. Influence distributor processes to meet objectives.
• Plan optimal investment of funds with customers to meet sales targets. Ensure proper follow-up on payments and control overspending.
• Develop accurate forecasts, manage stock levels, and maintain product freshness at distributor and store levels.
• Support CDRs and merchandisers in executing plans through timely sharing of execution details for smooth in-store operations.
• Work with CDMs to determine appropriate coverage plans for assigned customers.
• Manage performance by training, motivating, coaching, and setting directions for direct reports to meet KPIs.

Requirements :

Functional Skills :

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