Key Account Manager - TT
PepsiCo, Inc.
Bucuresti, Bucuresti, Romania
11 zile în urmă

Customer Development

  • Lead development for Traditional Trade Local chains he / she his is responsible for;
  • Negotiating the agreements with his customers within budget limits;
  • Budgeting and forecasting;
  • Ensure communication and compliance to the agreements;
  • Decide customer priorities and opportunities with appropriate funding ensuring quality delivery of PepsiCo commercial objectives;
  • Monitor execution on a monthly basis;
  • Work with TMM in developing channel marketing activity;
  • Build positive Customer relationships;
  • Identify areas of opportunity to grow share, volume and revenue;
  • Issue resolution with Customers / Consumers;
  • Develop a customer strategy and tactical plan

  • Customer analysis reviewing plan and performance with key conclusion. From this building a SWOT analysis (account review);
  • Develop and recommend customer specific plans for range, merchandising promotions, pricing, services;
  • Ensure that this plan is in line with the commercial strategy PepsiCo plan of each market (volumes, contribution VID, and discount level);
  • Manage AOP volume increase over previous year;
  • Maximize net revenue growth by driving profitable mix;
  • Revenue management for increase vs previous year;
  • Execution of customers strategy and tactical plan

  • Presentation, negotiation and implementation of targeted plans for range, shelf space, promotions, pricing, services;
  • Negotiate with the customers, the range of products, the Trade marketing programs and the planograms;
  • Building internal multi-functional alignment to the account to achieve volume / profit goals

  • Within the specific account plan, work with line manager to focus the required internal resources against specific goals;
  • To set up an accurate and regular Tracking tools to ensure a good field execution of the counterparts obtained at national level for his / her Traditional Trade Local chains;
  • To coordinate with the Sales team the perfect execution of the Trade marketing program;
  • To support Sales team for development of local merchandising programs ;
  • Build in co-ordination with Sales Finance a customer P&L including Trade marketing investment and field coverage;
  • Communication and commitment building within field support teams;
  • Co-ordinate, focus and check on specific targets for his / her Local Key Accounts (volumes, range, shelf space, promotion, pricing, CDA, trade marketing budgets);
  • Follow up agreed contracts by checking service invoice from accounts;
  • Collaborates with TT Unit Manager and TT Territory Sales Manager in order to properly implement the agreed activities;
  • Customer Administration

  • Maintain an account file that represents the current situation within the allocated local chains in terms of the key sales drivers (info file);
  • Monthly local chains report update;
  • Checking at the stores levels for the implementation of the agreements;
  • Ensure the budget compliance;
  • Qualifications / Requirements

    Qualifications : University graduated

    University graduated

    Proficiency in English and MS Office applications,

    Min. 3-5 years’ experience in Sales Traditional Trade / Organized Trade (preferably FMCG)

    Abilities : Excellent communication

    Excellent communication

    Solid knowledge of the business environment

    Solid negotiation skills and analytical skills

    Relocation Eligible : Not Applicable

    Job Type : Regular

  • Lead development for Traditional Trade Local chains he / she his is responsible for;
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