Key Account Manager - KSA

Context & Main Purpose of Job:

Responsible of managing the customer end to end process, contract negotiation,
building joint business plan, selling, negotiation, and facilitation of orders
for the assigned customers at store level, in alignment to the CBP and channel
strategy, by nurturing effective relationships through understanding the way
the customer operates while also closing any target gaps & scouting for growth
opportunities. And closing the account financial and reconciliation.

Key Responsibilities:

Operational Performance Delivery
* Build long term strategy / joint business plan with clear growth ambition and trade term spend aligned with total modern trade channel direction.
* Deliver the Customer Business Plan and develop corrective actions for performance shortfall or upside based on plan execution in the short-term.
* Sell and negotiate, within the agreed parameters set by the NKAM for the customer relationship strategy. Owns this process end to end, within relevant stores, including pricing, order placement, delivery and all admin that arises from the transaction.
* Responsible for optimizing the claims management process in their customers. Ensure end to end TTS process is executed from forecasting to accrual, to ensuring claims are received, validated, disputes cleared, and customer payments are made on time in full.
* Ensure Perfect Store execution of the plan by Field Sales through data analysis of the PS scores and include learnings in ongoing improvements.

Promo / Non-promo Planning & Execution
* Manage total trade spend, along with terms and conditions and transfer of funds and budgets in sync with business objectives.
* Determines tactics, frequency, and other promo attributes, leveraging TPO to optimize plans for customers / region.
* Review the Promo plan with focus on pre-evaluation of all TTS spend to ensure that the right activity is included in the plan to maximize ROI.
* Confirm promo details with customer, determine opportunistic promo activity, and manage changes to rebates and live rates (terms, conditions, funds overspend, term payment approval)
* Analyze profit pool & review CCD building blocks (non-promo plan)
* Update the annual plan through the monthly review of the promo grid which feeds the S&OP cycle (volume and TTS)

Internal Customer Management:
* Work closely with the operations team to manage day to day operational execution (inc. Perfect Store ownership) to minimize out of stocks, damaged stock & claims, ensure rotation of stock, and avoid high stock levels.
* Collaboratively build the S&OP forecast in alignment with the KAM/NKAM on TO assumptions, budgets, and channel strategy.
* Agree on activities with Category Teams when performance gaps occur vs the CBP before agreeing with customers accordingly.

People Development
* Land CD Capability building priorities and focus skills to Future Fit the people & business.
* Identifying and executing a range of pilots/experiments that will help the category build an in-market edge and develop new capabilities for the team.
* On-board new hires, Interns, movers to customer dynamics and UL Ways of Working.
* Nurture a culture of Purpose & lifelong learning.

KPI's and Dimensions
* Customer Joint business plan and contract
* Business delivery/growth: monthly Sales Target, account TTS, USG and GM
* Customer / Channel growth
* Compliance to CD fundamentals OTiF (Perfect store compliance, OPSO, CotC) and key CD projects
* Positive Customer service survey results
* Delivery of new channel pilots & learnings
* Submitting claims on time and close any dispute in accounts

Standards of Leadership in focus:
* Passion for High Performance
* Consumer Love
* Agility
Key Internal Interfaces
* Category Development
* Customer Marketing
* Customer Service
* CD Excellence & Capability
* KSA CD Leadership & Arabia

Key Skills & Knowledge
* Customer Relationships - ability to build and maintain collaborative relationships and manage effectively at a store/customer level.
* Selling, Influencing, and Negotiation - understanding channel & customer's levers to build compelling selling stories that land key priorities and drive mutual growth.
* Stakeholder management: strong ability to build relationships across all levels of the organization (internally & externally).
* Strong Bias for action to drive through change with multiple markets /stakeholders
* Business Development & channel strategy building.

Relevant Experiences
* Bachelor's degree or equivalent
* ‎4+ years of experience in similar roles or managing key accounts.
* Proven negotiation track record at Customer Facing Management level.
* Experience in different range of Categories & Innovations (BPC, HC, or F&R).
* Experience in working across multiple business teams and balancing multiple priorities.
* Good experience in eCommerce & Marketing.
* High degree of business acumen.
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diverse employees, global consumers, partners, and communities. We believe a
diverse workforce allows us to match our growth ambitions and drive inclusion
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bringing their 'Whole Self' to work and this includes you! Thus if you require
any support or access requirements, we encourage you to advise us at the time
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journey.