Key Responsibilities
Strategic Sales Planning and Execution
- Perform role as Key Account Manager for the largest grocery retail group.
- Develop and implement comprehensive sales plans aligned with overall brand objectives and market trends.
- Monitor sales deliverables and achievements against assigned sales targets and KPIs for own accounts and for the retail team. When any gap identified, to craft out recovery plans.
- Oversee execution of sales plans and operational matters across all retail channels, i.e. modern trade, general trade and convenience chains.
- Identify and capitalize on new market opportunities, customer segments and distribution channels to expand market share.
- Analyze sales data, market trends and competitor activities to identify opportunities for growth, improvement and innovation.
- Manage retail trade budget, ensuring efficient allocation of resources and maximizing ROI.
Team Leadership
- Guide Key Account sales team and field operations teams (Operations Manager, Retail Executives, Van Sales and Merchandisers) to enhance individual and team performance, fostering a culture of continuous improvement and teamwork.
- Conduct regular performance reviews, set clear expectations for the team and address any performance/sales gaps.
- Attend and contribute to periodic meetings, e.g. brands meeting, principals meeting, heads of department meeting, sales & supply chain meeting, etc.
- Ensure compliance with company standards and ethical sales practices.
Key Account Management & Relationships Building
- Build and maintain cordial and strategic relationships with key retail partners, brand principals, wholesalers and stakeholders.
- Support Key Account team and negotiate favourable terms, pricing and promotional activities with key accounts to maximize profitability and market share.
- Address customer needs, resolve complex issues and strengthen long-term partnerships.
- Leverage on technology (e.g. Simplr) and data analytic tools to streamline sales processes and effectiveness.
- Liaison with Customer Service, Supply Chain and Logistic teams to coordinate on post-sales support and address any issues.
- Other duties as requested.
Market & Product Management
- Collaborate with Business Development, Trade Marketing, Purchasing and Finance teams to align sales strategies with new launches, on-going promotions and business initiatives.
- Oversee optimal product distribution in retail stores, on-shelf availability, brands visibility and upkeep merchandising standard in retail stores.
- Monitor and assess competitor activities, market trends and industry developments to adjust sales strategies and tactics suitably.
- Implement sales forecasting and pipeline management processes to achieve sales deliverables and support stocks importations.
- Oversee inventories level, working to optimize stock turns and minimize stock returns or write-off.
Candidate's prerequisites
- Must have managed at least 1 major grocery retail chain end-to-end, e.g. FairPrice Group, Cold Storage/Giant and/or Sheng Siong.
- Own Joint Business Plan (JBP) and trade negotiations (e.g. margins, trading terms, space buys, etc).
- P&L accountability such as managing trade budgets, accounts profitability, investments ROI and other analytics.
- Strong knowledge of trade planning and execution (e.g. planograms, on-shelf availability, replenishment, demand planning and forecasting and stores compliance.
- People skills - Team leader and team player, building strong relationships with retail operations, multi-functional teams, customers and suppliers.
- Commercial thinking, analytical and adaptable to fast-paced environment.
- Prior experience liaising with brand owners, suppliers and principals will be advantageous.
- At least a Diploma qualification with 10 years experience in FMCG or related industry.
- Preferably owning a car.
Remuneration Package
- Basic Salary + Transport Allowance + Monthly Sales Incentives
