About this role
Job Description:
The Key Account Manager is responsible for achieving profitable sales growth at customers for the Mars business. This role is expected to maintain strong relationships & best execute customer plans that deliver objectives of; revenue, growth, profit, product/assortment, everyday shelving, merchandising, pricing, promotions, and merchandising.
What are we looking for? Bachelor’s Degree in Business Administration or equivalent. 5+ Years’ experience in Sales, Marketing, for Fast Moving Consumer Good Industries Prior Retail Account Management experience Fluent understanding of forecasting, Nielsen and trade management Availability to travel 10% of time A valid driver's license and clean driving record
What will be your key responsibilities? Customer & Channel Leadership Apply the Mars collaboration standards to plan and conduct negotiations with customers in line with Mars defined strategies and plans in order to:
• develop joint business plans and setting joint business targets
• negotiate terms and conditions (e.g. turnover, distribution, campaign initiatives, fair share, logistics, etc.)
• negotiate listings, placements, shelf space and planograms
• execute activity/promotion plans and investments in line with Mars brand, category and channel strategies
• Develop and implement plans according to Strategic Customer Matrix to drive category growth and increase Mars market share
• Be the key source of information and knowledge regarding the account / channel internally and externally
• Drive Customer Engagement agenda with Customer-centric mindset
Category Expertise & Leadership
• Establish and strengthen Mars as a category captain
• Implement category leadership projects
• Build and maintain effective relationships with Customer Marketing, Category Management and Marketing Teams to ensure information flow to and from customer and to make shopper and customer insights operational
• Manage category share and planogram initiatives
Excellence in Physical Availability
• Drive share of shelf and assortment in close cooperation with the Category Manager
• Deliver availability and visibility both quantitatively (distribution, coverage, etc.) and qualitatively (placement, touch points, etc.) via close cooperation and communication with Field Sales
• Secure listing of defined promotional displays in order to secure effective promotional coverage for Field Sales
Skilled & Engaged Sales Associates
• Have a holistic mindset to drive Customer Engagement
• Be a collaborative Team player
• Share knowledge and best practice within the Team and on North Europe level
Sales Operating System
• Timely feed the S&OP process with accurate information
• Forecast timing and volume per subsegment and promotional activity to achieve accuracy leading to minimum out of stock and minimize stock level costs
• Forecast pipeline volumes for launches/re-launches in line with defined processes
• Overall responsible to validate account forecast in close cooperation with Demand Planners
• Responsible for account P&L, understand key drivers and handle the account budget
Global Sales Connectivity
• Ability to represent and drive the customer agenda internally and externally
Key KPIs
• Full Customer P&L
• Net sales increased yoy
• Promotional ROI
• Category Performance: Mars relative category growth at customer level
• Perfect Store Priorities
What can you expect from Mars? Work with diverse and talented Associates, all guided by the Five Principles. Join a purpose driven company, where we’re striving to build the world we want tomorrow, today. A strong focus on learning and development support from day one, including access to our in-house Mars University. An industry competitive salary and benefits package, including company bonus.