About this role
Description Job ID 41001049 Job Title Senior Manager - Key Account Job Function Sales Job Family Key Account Job Level 9 Career Stream People Leadership Position examples Senior Key Account Manager Senior B2B Senior Sales Development Manager Level definition Leadership responsibility for a large teams of specialists or several teams of professionals. Accountable for developing operational plans for their own area and lead their implementation through appropriate allocation and deployment of sizeable resources. Accountable for budget and policy recommendations and short to mid-term planning (1-3 years). Ability to influence others to accept practices, processes, and standards. Ability to communicate and influence senior management or stakeholders decisions to ensure optimal outcomes.
Key responsibilities
- Recruits, trains, mentors, and manages a high-performing key account team.
- Sets clear sales targets and KPIs for the team and drives performance to deliver targets.
- Prepares, participate, and conducts regular account reviews/performance evaluations, providing feedback and coaching.
- Cultivates empowered account team, leveraging digital tools, foster a culture of continuous learning, an environment of excellence, leading through inspiration.
- P and L ownership for account and focused strategic (multi-year) outlook on how to grow joint profit pool with customer, leveraging 360 levers.
- Significant level of customer management responsibility including full P and L ownership of specific account or a large account banner(s).
- Implements business strategies to achieve profitable business relationships and identifies new revenue opportunities with major accounts.
- Ownership of full profit pool including volume and value.
- Owns development and execution of customer plans (in-year and multi-year).
- Develops, defines and implements effective commercial plans across channels to drive business growth and profitability together with the customer.
- Collaborates with senior leadership to set short/long-term business goals for own key account.
- Drives yearly negotiation, resolving issues with customers and meeting sales objectives.
- Leads the relationship with buyer on account / banner level.
- Directly involved in day-to-day interactions with senior stakeholders from account/banner.
- Provides on-going support to key accounts ensuring they receive high-quality customer service.
- Serve as the lead point of contact for key account management matters, responsible for trade-to-trade preparation and engagement, developing long term strategic customer relationships Forecast quarterly and annual account projections enhancing accuracy with use of commercial platform AI/ML models.
- Monitors and reports on key account performance metrics to senior leadership, building gap fill and corrective action plans.
- Analyses key account preferences and data to identify growth opportunities, employing AI and ML tools for predictive analytics and competitor dynamics.
- Provides insights to the marketing team to enhance product positioning, assortment, mix and promotional optimization.
- Please see the job catalogue for the remaining description Competencies 03.
- Intellectual power 06.
- Build positive relationships 05.
- Show integrity & judgement 10.
- Add ambition 07.
- Build commitment 02.
- Organisation understanding 12.
- Develop self & others 04.
- Create direction 01.
- Global Mindset 08.
- Live the change 11.
- Be decisive 09.
- Enable the team