Key Account Manager, Travel Market, North Asia

Job Location: ​Singapore​

Singapore

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? 38,767  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 purpose is to reach sales targets of the customers assigned, developing the Ferrero business with the Travel Market Key Accounts with a positive P&L, analyzing their performance, creating customer plans, following promotional implementation, negotiating with clients on contracts and joint business plans, managing the budget assigned and placing promotional orders.

Main Responsibilities:

• Manage and follow-up important accounts in area and responsibility of 30%-50% (depending on final assigned accounts) of Asia sales
• Give field support to key account coordinator APAC-MEA in key locations for the company like Taiwan, Hong Kong, Korea, Macau and with the focus on P.R. of China
• Carry out strategy that can vary by customer cluster, with a good understanding of the culture and needs of the designated area
• Propose annual strategical plans and sales budget (volumes, trade spending, etc.) for the key accounts assigned
• Monitor sales targets achievement on monthly basis and propose recovery plans in advance when trend is going negative, monitor and track the sellout trend and trade spend monthly
• Initiate and collect novelties forecast from key accounts, monthly updating the forecast where necessary
• Analyze current customer performance and define future business opportunities, develop customer-specific goals and strategy
• Develops SWOT analyses & performance reviews by customer with a defined action plan by customer
• Define and negotiate contracts with the customers assigned, negotiate with customers the annual / session promotion plan according to marketing plan
• Provide support to trade marketing, specific sales arguments to achieve the strategic goals of the customers assigned
• Negotiate implementation of planogram and position at central level, and provide support and guidance to sales field for local implementation
• Keep trade spending within the guidelines established by the Ferrero commercial policy
• Analyze trade spending and ensure the best return on investment, respect and improve the profit and loss by customer
• Clearly communicate to Key Account Coordinators the agreements reached with customers and the action plan (promotions, etc.) to be deployed on the market
• Monitor the actual in-store deployment, follow up and coordinate with key accounts to ensure local execution is aligned with defined plans and policies
• Monitors sales, stocks and building blocks KPIs for the customers assigned
• Maintain the assigned assortment through on time listing and code opening
• Collects and analyze key account performances and market trends, prepare the necessary reports

Who we are looking for:

• University Degree in Economics, Finance, Marketing
• 3+ years of experience in similar roles, FMCG Field Salesperson or Merchandiser experience is a plus
• Market knowledge required: travel retail, inflight, border shops, low tax area, railway retail structure
• Proven sales experience with a track record, experience in category, customer and channel marketing
• Strong analytical, account management, negotiation, and stakeholder management skills
• Good understanding of the channel and customer planning, sales, field & merchandising processes, commercial logistics
• Good numerical skills, fluency with numbers and data reading
• Proactive and dynamic approach, responsibility, ability to work under pressure and meet deadlines, high result-orientation  
• Ability to work independently and collaborate effectively in a team
• MS Office knowledge, SAP is a plus
• Fluency in English and Chinese, Cantonese is considered a strong plus

How to be successful in the role and at Ferrero:

We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes.