Senior Regional Key Account Manager
Job Location: Chengdu
Company description:
Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Bueno® and Kinder Surprise®. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 40,000 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.
Diversity Statement:
Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.
About the Role:
The role leads the Regional Key Account team to reach sales targets of the customers assigned, developing the business with the Key Accounts with a profitable Profit and Loss, analyzing their performance, creating customer plans, following promotional implementation, negotiating with clients contracts and joint business plans, managing the budget assigned and placing promotional orders.
Main Responsibilities:
1. Sales Strategy, Forecast, Budget and Objectives
• Propose goals, sales strategies, channel and customer plans for the area or customers managed
• Develop and manage operatively weekly rolling sales forecasts for the assigned area
• Ensures in line with business objectives the proper management of budget
• Detect and propose business development and growth opportunities
2. Negotiation
• Presents, negotiate and sign agreed budget with distributors and wholesalers
3. Planning and control
• Monitors field activities performance and accomplishment of sales conditions, agreements and relevant KPIs
• Ensure stock management and control, propose actions to resolve over-stocks, out-of stocks
4. Field Management
• Defines with distributor the level of service expected (business model, dedicated vs shared sales force, KPIs etc) and monitor the actual outcome
• Ensure application of national and regional KA agreements
• Ensure achievement of the area sales targets
5. Marketing and Trade Marketing
• Implement brand strategies, report on opportunities, obstacles
• Ensure implementation of Trade Marketing activities, active and proper in-store activities execution
Who we are looking for:
- College degree and above, fluent in English, familiar with MS office;
- FMCG industry field sales and key account management experience;
- Solid knowledge of Traditional & Modern Trade, national retail structure and local retail structure, Channel & Customer Plan, Commercial Logistics, Sales, Field & Merchandising Processes;
- Strong analytical, people management, account management, negotiation and leadership skills.
* Chinese Local Labor contract with local salary & benefits package will be offered for this position.
** Proficiency in Mandarin speaking.
How to be successful in the role and at Ferrero:
Consumers, quality and care are at the heart of everything we do. So, to be successful at Ferrero, you’ll need to be just as consumer and product centric as we are - dedicated to crafting brilliant results for consumers around the world.