PURPOSE OF JOB:
- Drive the growth of the HTW portfolio within key accounts in the modern trade channel.
- Develop and implement channel-specific strategies and execution plans for modern trade and emerging channels, aligned with the company's overall sales objectives.
- Lead commercial engagements and negotiations with major key accounts, including trading terms, sponsorship planning, value chain optimization, and SKU strategy.
- Manage full P&L responsibilities for assigned channels to ensure profitable growth and effective investment.
- Lead and develop the MOFT sales and field teams to ensure disciplined in-store execution and sales performance.
- Oversee a cross-functional team, working closely with Trade Marketing and Brand Marketing to drive key account success.
- Define, monitor, and deliver KPI targets and performance metrics for key accounts and new channels in line with company goals.
MAJOR ROLES & RESPONSIBILITIES:
Key Account Sales Performance
- Drive the growth of the HTW portfolio to achieve sales targets within modern trade key accounts.
- Demonstrate strong expertise in offline channel trends, strategic roles of key accounts, shopper insights, and growth drivers to develop and execute the National KA Sales Plan.
- Build, manage, and continuously improve strong relationships with large national key accounts, including international and local management teams and merchandising personnel.
- Lead customer planning, category management, and space management through effective negotiation and execution.
- Track implementation results and collaborate with key stakeholders to identify corrective actions when needed.
- Manage departmental budgets and submit expense reports in compliance with company policies.
- Develop contingency plans and implement gap-closing actions in response to sales shortfalls or market disruptions.
Leadership & Team Management
- Lead and manage a team of Key Account Managers (KAMs), Key Account Specialists (KASs), and merchandisers to execute company strategy through key account channels.
- Set and cascade KA sales goals and KPIs across territories, and regularly review implementation performance.
- Establish performance standards, recognize high performers, and take appropriate corrective actions for underperformance.
- Contribute to the design of incentive schemes to encourage the right sales behaviors and reinforce key account priorities.
- Identify functional capability gaps within the team and coordinate training or development resources accordingly.
- Recognize and develop internal talent through structured development and succession planning.
Business Development
- Identify key drivers to unlock business opportunities for the Heineken portfolio and define KPIs for regular tracking.
- Secure profitable yearly contract renewals with key customers.
- Act as a business partner across functions to share KA performance updates and market intelligence; collaborate with Brand Marketing, Trade Marketing, and other support functions to drive joint KA initiatives.
- Analyze market conditions, identify key trends, and develop long-range strategies to drive sustainable business development.
- Monitor and respond proactively to competitive threats, and escalate critical market risks to the management team as needed.
