Key Accounts Manager
Key Accounts Manager
The Key Account Manager is responsible for driving profitable growth within the Supermarket channels, specifically managing key strategic accounts including CJ and Tookdee. Reporting directly to the Head MT Small Format, the KAM will create, implement, and manage annual business plans in alignment with Brand Plans from the Marketing team and Channel & Category strategies from the Channel Category Development (CCD) team. This role will lead account-level execution, ensuring excellence in joint business planning, in-store activation, profit optimization, and enhancing the accounts' market share and share of wallet.
Manage diverse internal and external stakeholders effectively, align and cascade strategic plans clearly within the team, and operate in a fast-paced environment with deep expertise in the Premium Supermarket channel.
Wat we vragen
• Education & Professional Training: Bachelor’s degree (or higher) in Business Administration, Marketing, Economics, or related fields.
• FMCG Industry Experience: Minimum 5 years’ experience in the FMCG sector, particularly in Tops & Premium Supermarket
• Sales and Analytical Competency: Ability to leverage market data and insights to drive sales strategies and growth with proven successful reference.
• Digital & E-Commerce Knowledge: Minimum 2 years’ experience of e-commerce operations, online retailing strategies, and trends, especially related to convenience and grocery segments.
• Communication & Influencing: Builds consensus and effectively influences internal/external stakeholders.
• Agility & Adaptability: Quickly adapts to changes in market dynamics and stakeholder expectations.
• Strategic Thinking & Vision: Maintains clarity of vision amidst complexity and Connects daily tasks to long-term business goals.
• Analytical & Data-driven Decision Making: Utilizes relevant data to make informed decisions.
• Collaborative Problem-Solving: Engages effectively with cross-functional and external stakeholders.
• Emotional Intelligence & Empathy: Understands stakeholder perspectives and manages relationships sensitively.
• Customer-Centric Approach: Prioritizing customer needs to drive sustainable growth.
• Winning Mindset: Driven by ambition, determination, and resilience to achieve and surpass goals.
• Proactive Self-Leadership: Demonstrates ownership, initiative, and accountability in personal and team performance.
• Growth-Oriented Attitude: Committed to continuous learning, adapting, and embracing new challenges.
• Collaborative Spirit: Actively builds strong relationships, values teamwork, and encourages open communication to achieve shared success.
Wat we bieden
FrieslandCampina Thailand is the affiliate of Royal FrieslandCampina and has been here since 1967. We produce and sell variety of dairy products under brand name Foremost, Ship, Falcon, My Boy, and Debic. The extensive product range of quality products includes UHT milk, yoghurt drinks, condensed milk, and whipping cream. We believe our current and future success depends largely on the quality of our employees. For this reason, Foremost wants to offer an attractive, challenging and inspiring working environment where employees are encouraged to develop themselves both professional and personally.
Vacaturetekst
1. Strategy & Planning Execution:
• Lead cascading of Fighting Unit strategy into data-driven Channel & Customer plans for assigned supermarket channels, clearly defining budgets, KPIs, and yearly targets per key account.
• Align closely and integrate Channel & Category strategies developed by CCD and Brand Plans by Marketing teams, ensuring cohesive execution.
• Run disciplined execution rhythm (12 Quarter Plan) and deliver the Channel & Customer strategy, driving distribution, market penetration, and profitable volume growth.
2. Account Management & Relationship Building:
• Build, manage, and strengthen strategic relationships with buyers, category managers, and decision-makers within assigned accounts, CJ and Tookdee
• Regularly engage in constructive discussions, joint business planning, and ongoing collaboration to maximize customer satisfaction and build win-win partnerships.
3. Sales Growth & Profitability:
• Develop, implement, and continuously refine targeted account sales strategies to deliver sales and surpass market share (topline) and profit (bottom-line) objectives.
• Monitor, manage, and optimize promotional spend and trade budgets to ensure maximum ROI, profitability, and cost efficiency.
• Regularly review account performance, proactively identify opportunities and risks, and propose actionable plans for sustainable improvement.
4. Negotiation & Commercial Terms Management:
• Lead fact-based annual and periodic negotiations to secure favorable trade terms, pricing structures, and promotional discount aligned with the company's targets.
5. Assortment & Innovation:
• Ensure winning assortment management by prioritizing Hero SKUs and effectively implementing optimal pricing and pack architecture (OBPPC).
• Continuously collect field insights, monitor competitors.
7. Promotion Management & Execution Excellence:
• Plan, execute, and monitor impactful promotional activities aligned with customer activation calendars, ensuring positive ROPI (Return on Promotional Investment).
• Maintain outstanding execution standards for promotional campaigns, merchandising displays, and in-store activations.
8. Retail Execution & Merchandising:
• Regularly visit store locations to ensure product availability, proper merchandising execution, adherence to FIFO principles, and effective resolution of operational challenges.
• Drive Perfect Store compliance by embedding key visibility and execution KPIs in customer agreements.
9. Data Analysis & Insight Generation:
• Regularly analyze sales data, market trends, competitor activities, and customer insights; leverage findings to provide actionable business recommendations.
• Conduct monthly internal and customer business reviews, clearly communicating progress, performance issues, growth opportunities, and improvement action plans.
10. Cross-Functional Collaboration:
• Actively coordinate with internal teams (Trade Marketing, Marketing, Finance, Supply Chain, Sales, and CCD team) to drive integrated planning and flawless execution.
• Engage closely with Channel and Customer Development team to create innovative strategies aimed at recruiting new users, retaining existing customers, and launching new products effectively.
11. Forecasting & Operational Excellence:
• Own and lead reliable sales forecasts and contribute to effective S&OP processes.
• Ensure end-to-end operational excellence internally and externally to prevent stock-outs (OOS), streamline inventory management, and uphold high standards of customer service.
12. Reporting & Performance Tracking:
• Prepare and deliver timely, accurate sales and promotional performance reports (offline & online), providing clear analysis of KPIs (volume/value growth, profitability, traffic) and identifying improvement opportunities to the Sales Director and Modern Trade teams.
