Understand and ride on account category role to propose growth initiative on total BAT category performance
Support Group Key Account Manager with strategic input / view on own / competitor brand movement
Leveraging customer information for on-going category monitoring, identify trend / opportunity to derive corresponding measure / initiative as well as accurate forecasting
Contact and engage new / emerging KA and propose level of engagement corresponding to account potential, strategic importance and level of cooperation
ii. KA Operation
Achieve assigned account metrics (e.g. Volume / Value / Brand Share / Cash Management, etc)
Regular business review with assigned accounts and develop account plan to get alignment with customer on company strategies
Lead the team of out-sourced CVS ambassador team to drive execution excellence
Govern program implementation and provide timely analysis and insights
Manage the demand forecast for CVS & GT
Manage LEX related initiattives
Deploy company investment strategy and achieve optimal results in visibility, pricing, compliance and return
Secure / Retain / Maintain company best interest during negotiation with KA on credit or related trading terms
Governs credit management as per agreed terms / policy
i . Organizational Climate
Demonstrate behaviour on fulfilling organizational climate through daily operation
Be open-minded and act as a team player to support GKAM on driving team performance
ii . Relationship Management
Develop strong business relationship with trade counterparts to ensure proper implementation of activities / plans as according to company objectives
Work collaboratively with internal stakeholder (e.g. Brand / Finance / SPI) to ensure smooth operation flow and achieve company objectives
ii . People Development
Provide adequate coaching and support to trade marketing representatives and drive overall team performance
Acquire and develop KA expertise through on-the-job experience and enable himself / herself in the talent pool with capabilities and readiness for next move
The trading environment of tobacco category is changing due to increasing market restrictions, increasing trade specialization and sophistication, growth in internationalism and the increasing use of technology.
Key Account channel has become increasingly important for volume and also their marketing power;
The role of the Key Account Manager is to manage assigned accounts as well as the development of category insight and the application of New Way of Working & CatMan initiatives to achieve company, brand and trade marketing objectives.
At least 6-7 years sales management experience, including at least 4 years key account management experience preferably in a renowned FMCG company.
Strong inter-personal skills and communication skills
Strategic thinking with superb in analytical skills and sensitive to numbers
Continuous Improvement Mindset
A strong and constructive negotiator
Good selling and presentation skills
University graduate or above
Deliver Sales, Profit, Share and other functional / company KPIs
Sustain / Enhance Product Visibility
Sophisticated Data Analysis and Strong Analytical Capability
Activity / Program Execution Excellence
Customer Engagement and Collaboration
British American Tobacco is one of the world’s leading multinational companies, with brands sold in over 200 markets, made in 44 factories in 42 countries.
We are proud that we are consistently among the top 5 companies on the London Stock Exchange.
Our portfolio includes our world-famous Global Drive Brands Dunhill, Kent, Lucky Strike, Pall Mall and Rothmans along with many other leading international brands, such as Vogue, Peter Stuyvesant and State Express 555.
Alongside our traditional tobacco business, we are also developing products that offer consumers potentially less risky alternatives to regular cigarettes.
Our Next Generation Products are already leading the way in the Industry of vapour and tobacco heating devices. We continue to develop a solid portfolio of consumer solutions which already include well known global brands like Vype, glo and Voke.
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