Key Account Manager, Sobeys
About the Role:
We have a current opening for a Key Account Manager, Sobeys and are actively reviewing applications.
This position is responsible for the development and implementation of the triple Win Model, and to deliver Ferrero topline Sales and Revenue with assigned accounts. Support the Associate Sales Director in defining the sales strategies (targets, programs, commercial initiatives and promotional policies) for the assigned accounts. This is done in alignment with Corporate objectives & goals specifically pertaining to Ferrero’s annual volume & trade targets assigned to the Customer. The incumbent will collaborate with the retail organization to enable success in store as well as ensuring that all retail initiatives are aligned with Ferrero's strategic goals.
Main Responsibilities:
BUDGET MANAGEMENT
• Ensures alignment between proper budget and trade spend management and business objectives
• Establish and propose volume expectations for prescribed period; develop and propose budget in order to achieve Topline Sales and Revenue
• Develop a recommendation for Annual Business Plan
• Complies with spending guidelines, monitoring the performance
RELATIONSHIPS MANAGEMENT
• Maintains the spending within the guidelines defined by Sales Leadership, constantly verifying the trend of development generators
• Supplies information to Sales Leadership concerning the sales activities / plans
• Maintains a high level of trade contact in order to have a better knowledge of the marketplace
• With an understanding of the product line and it’s role at the account act as key contact with assigned Category Buyers.
CLIENT DEVELOPMENT
• Develop the Triple Win Business Model with assigned customers
• Develop and support the delivery of the Business OGST for Customer
• Identifies growth drivers for the future for the assigned clients, suggesting:
o business priorities by Category / store format
o specific actions to meet sales targets
o opportunities in the whole clients management (e.g. logistics efficiency, credit management)
• Develops a client plan combining the Country commercial policy with specific client drives of growth
ACTIVITY PLANNING AND CONTROLLING / INVENTORY MANAGEMENT
• Proposes forecast of commercial and assigned structure costs
• Maintain ongoing the item forecast for assigned items within the customer portfolio
• Monitors and verifies the proper application of promotions and commercial conditions defined during the negotiations
• Tracks and monitors own and competitor product pricing (in cooperation with Sales executives)
NEGOTIATION
• Prepares and presents the contracts for the assigned clients
• Develops sales argumentation in collaboration with Trade Marketing and Category Management, according to assigned clients characteristics
• Agrees with clients the implementation of the Country promotional plan
• Proposes additional promotional opportunities and supervises the implementation in line with marketing and Trade Marketing guidelines
CUSTOMER MANAGEMENT
• Communicates to customer / channel all information regarding the customer channel strategy and activities defined centrally
• Develop presentations and communicate to customers the promotion plan in order to achieve objectives and increase business
• Provides input for Local development activities and monitor alignment with Country strategies of clients / Brand initiatives
• Contributes in the solution of problems with assigned channel / customer (e.g. promotions, delivery)
SALES ANALYSIS
• Influence business decisions based on insight into sales results, market dynamics, and category share.
• Develop insights and make recommendations for Category Reviews
• Complete a post analysis of programs sold in and make recommendations for improvements
• Continuously review business focusing on improvement via Correction of Errors reports and make recommendations to improve sales and store level execution for all businesses managed.
About You:
• Bachelor’s degree with 4+ years experience working within the CPG/FMCG industry
• CPG market, customer base and market dynamics knowledge
• Knowledge of Grocery business and distribution network
• Analytical abilities and data proficiency with original thought to interpret
• Excel, database management, macro’s abilities
• Strong knowledge of MS Office software
• Knowledge and Experience of assigned Customers’ Culture and operating guidelines
• Customer systems knowledge and experience
• Skill in budget preparation and fiscal management
• Skill in planning, organizing, and implementing a range of sales promotion programs and/or events
• Experience with category management and trade marketing
• Negotiation, presentation and financial skills
Artificial Intelligence Disclosure
As part of our recruitment process, Ferrero may use artificial intelligence (AI) enabled tools to assist with reviewing candidate applications. These tools are used solely to support recruiters by summarizing application information and identifying potential alignment with job requirements. AI does not independently screen out or select candidates, and it does not replace human judgment. Final decisions regarding candidate progression are always made by Ferrero recruiters and hiring managers.
What We Offer:
Careers with caring built in - discover our benefits here.
The base compensation range for this position is $84,000.00 - $112,000.00. Actual compensation will be determined based on experience, qualifications, and other job-related factors permitted by law. This range represents the anticipated salary for this position at this time.
In addition to base salary, we offer a comprehensive benefits package, including health insurance, retirement plans, paid time off, and other benefits.
About Ferrero:
Ferrero began its journey in the small town of Alba in Piedmont, Italy, in 1946. Today, it is one of the world’s largest sweet-packaged food companies, with many iconic brands sold in countries all over the world. Find out more about Ferrero at ferrero.com.
DE&I at Ferrero:
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 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.
Find out more here.
Ferrero is an equal opportunity employer and complies with all applicable human rights laws. Ferrero will recruit, hire, train, and promote all persons without regard to race, creed, color, sex (including pregnancy, gender, sexual orientation, and gender identity), religion, national origin or ancestry, age, disability, or history of disability (except where physical or mental abilities are a bona fide occupational requirement and the individual is not able to perform the essential functions of the position even with reasonable accommodations), citizenship, or any other protected characteristic.
Ferrero will accommodate the needs of applicants with disabilities throughout all stages of the selection process. If you need accommodation during the recruitment process, please advise the People & Organization (HR) Representative. Information relating to the need for accommodation and accommodation measures will be addressed confidentially.