Key Account Planning Lead

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Key Account Planning Lead

lead · Sales & Business Development

The purpose of this position is to grow and build sustainable development in Modern Trade customers. Working closely with internal & external stakeholders to build good business relationships, and trade investment strategy to deliver the value and volume target.

Customer Strategy & Business Planning:

• Develop and implement assigned group of customers’ business plans in alignment with the company strategic Channel, Marketing and Category Plans.
• Monitor daily performance and suggest action plans to improve the results.
• Work closely with customers & internal teams for monthly master business activities plan & ensure perfect execution.
• Deliver deals closing with customers, negotiate contracts, and payment terms, responsible for receivables and revenue consolidations for financial reports.
• Manage and develop the eCommerce channel strategy, including but not limited to marketplace platforms, and also internal website.
• Conduct monthly, quarterly, and annual review meetings with customers, reconcile PRVN strategic plan and customer's business plan, prepare action plan for the year.

Budgeting & Control:

• Provide demand forecast for responsible customer(s).
• Assist in developing the annual A&P budget, set volume targets per store and new stores acquisition and deliver assigned sales target.
• Submit estimations of budget required to reach such targets and control implementation of approved budget.
• Monitor progress against objectives and develop plans to address variation versus Budget to optimize revenues and margin in assigned key accounts.

Key Account Management:

• Manage company’s relationship with assigned customers with an emphasis on developing new business opportunities.
• Assist in yearly negotiations of framework agreements with customers, negotiate and manage prices, trading terms, space utilization and new products, inventory, and monitor retailers, conduct in-store visit tours to check displays and detect opportunities.
• Establish strategic, cross-functional relationships and regular dialogue with key stakeholders, coach/train them and provide merchandising and business development recommendations.
• Follow-up operation works, solve issues (stock availability, deliveries, credit notes) to ensure achievement of sales objectives in assigned accounts.
• Organize and participate in the KAM monthly performance review meeting.

Business Information & Intelligence:

• Stay abreast on market, competition, retailers, and shopper’s trends ...to react quickly to the market trends and innovative competition.
• Coordinate with Commercial Planning Team to ensure periodical/ ad-hoc sales reports and market intelligence/insights relating to the region are available for BOM with accurate data

Visibility and Activation:

• Secure visibility location through the POSM, Product display, etc. per chain.
• Oversee the effective implementation of all trade activities & activations.
• Work closely with the Trade & Brand Marketing team to develop activations to fit in with customers.

Internal & External Customer Satisfaction & Communication

• Build strong relationships with Key Accounts to assist in the development of long-term PRVN partnerships, customer satisfaction and add value to customers to help build PRVN business.
• Build and maintain interdepartmental relationships to ensure smooth cooperation and effective internal quality across departments & units.

Project management:

• Working on projects based on the manager’s assignment.

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