Senior Manager, Key Account Management
DKSH Management Ltd
Hong Kong , Southmark

Senior Manager, Key Account Management

DKSH is the leading Market Expansion Services provider with a focus on Asia. The Group helps other companies and brands to grow in the Consumer Goods, Healthcare, Performance Materials and Technology sectors.

DKSH’s portfolio of services includes sourcing, market insights, marketing and sales, distribution and logistics as well as after-

sales services. Publicly listed on the SIX Swiss Exchange, the Group operates in 35 markets with 33,000 specialists, generating net sales of CHF 11.

3 billion in 2018. With its strong Swiss heritage and long business tradition since 1865, DKSH is deeply rooted in Asia Pacific.

Drive Growth. Be the Difference. Join DKSH.

DKSH’s strength lies in our great diversity of services, industries, clients, products, regions and employees from various nationalities.

We are proud of our people : they are the reason we are successful. Our people are the best in the industry. They are passionate about their career growth and about business success.

They work as part of an energetic and committed team, positively impacting millions of lives through the products and services we provide.

Join us today if you are ready to Drive growth. Be the Difference. With DKSH, you will experience a world of learning and development, own your career and take business responsibility and have a positive impact that touches people’s lives.

Job responsibilities :

  • Manage operating departmental budgets and costs according to annual allocation to ensure efficient usage of resources, where applicable
  • Lead and implement processes and strategies (local go-to-market strategies, sales strategies and customer strategies) for assigned customers to ensure achievement of goals
  • Set specific action plans for each team member to support their achievement of the team key performance indicators. Lead regular reviews to ensure progress and alignment towards overall goals
  • Identify the short-term business needs and objectives of key customers and develop / sell proactive business solutions across the full demand / supply chain
  • Conduct annual negotiations, including trading terms and conditions, to facilitate sales agreements and achieve targeted margins
  • Gain approval from internal DKSH functions, and agreement from customers, to execute 5P activities within established commercial guidelines
  • Lead systematic post-evaluation of 5P activities and develop a detailed understanding of the effectiveness of different investment levers
  • Review customer account reports and analysis. Recommend sales / promotional activities to enhance performance
  • Lead and monitor initiatives to optimize business processes and improve services by utilizing new techniques, tools and information systems
  • Develop and build long-term strategic relationships with key customers to achieve business objectives
  • Collaborate with cross-functional leaders (e.g. in Trade Marketing, Field Marketing and Supply Chain Management) to ensure alignment of strategies and process
  • Job requirements :

  • Degree in Sales / Marketing, or related fields
  • Minimum five to eight years’ experience in a similar role
  • At least three years’ experience in a managerial capacity
  • Advanced knowledge and understanding of the industry / market / competitors / customers
  • Excellent selling skills and proven key account management experience in fast moving consumer goods
  • Understanding in all aspects of supplier and customer relationship management including supply chain, field marketing and branding
  • Good negotiation skills
  • Proficiencies in office productivity tools (e.g. Excel, Word and PowerPoint)
  • Fluency in English and Chinese, both written and spoken including Mandarin and Cantonese
  • DKSH competency

  • Takes a broad view, sees ahead and translates strategy into action
  • Is self-driven and acts with a pioneering spirit
  • Works comfortably with concepts and complexity
  • Is hands-on and acts with common sense
  • Takes informed, well-founded and timely decisions based on sound analysis
  • Strives to satisfy our customers’ and clients’ needs to the highest level by providing creative solutions and driving their business
  • Communicates effectively and efficiently with empathy, authenticity and esteem
  • Leads oneself by striving to win and leads others by driving results in a tough yet fair manner
  • Wins others over by negotiating skillfully to achieve optimal results
  • Takes people seriously and acts with passion
  • Embraces, anticipates and drives change and makes the most out of it
  • Is optimistic and translates challenges into opportunities
  • Is able to cope with and recover quickly from problems and setbacks
  • Is dependable and acts in a straightforward way
  • Takes charge and acts in a results-oriented way
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