Key Accounts Manager

Role:
Profitably Grow Portfolio of High VPO Chain Accounts through Annual LRB Business Plans
Accountabilities:
Sales & Share:
• Focus Primarily on Strategic Pre-selected Customers
• Increase Sales and Profitability of Assigned Customers by Channel.
Financial:
• Negotiates CDAs within ABP’s Budgets and Strategies
• Works with Finance teams to ensure that Customer/s are sufficiently credit funded and are Payment compliant with CDA Terms
• Manages reconciliation of accounts with customer and across bottling system where applicable.
Administrative
• Designs an Account/s Wiring Plan/s and ensures all key decision makers within the Account, ABP and Bottlers are wired to the Plan.
• Develops Call plans that warrants appropriate contacts are made on the agreed frequency.
• Collaborates with ABP and PI’s TMM s to develop Annual Marketing calendars for account.
• Complies with ABP’s Best practice Tools (Weka & CDF).
Execution:
• Works with Sales’ Operation, TMM and MEM functions to develop account specific standards for Order Taking, Delivery, Merchandising, Product Range, Promotions, Pricing & Equipment.
• Maintains some physical presence in the field to reinforce the account strategy, in-store execution and adherence to agreements.
• Leads corrective actions highlighted by ABP”s either Sales’ Operation/Finance team where appropriate to become CDA compliant.
• Responsible for operational/alignment of Multi bottlers with the Account/s

Measures: Meet ABP KPIs For :

Business Execution Financials Administration
▫ LRB Category Sales ▫ Growth Driving Market ▫ Share relative to Share ▫ Net Revenues ▫ Effective Customer Wirings
▫ Mix Of Sales Calendars of Sales ▫ Sufficient Credits to ▫ Quarterly Company &
▫ Share of Sales ▫ Positive Return on Spend / ▫ High Profile Innovation Customers Customer Business Reviews
EPOS Activity Complying Accounts with ▫
Amer Nielsen ▫ Joint Working Sessions Green Ratings on BPTs Used ▫
Payment Terms
▫ SKUs Distribution with TMM CDF
Positive POI on ▫
▫ Consumer Insights ▫ Faster, Easier & Successful WEKA
▫ Category Management Promotions Promotions

Skills:
Educational:
• Arabic / English Speaking
• University Graduate
• Computer Literacy
Personal:
• Age between 25 – 30 years old
• Prior Sales Supervisory Experience
• Prior FMCG Experience
ABP
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 Key Accounts Manager (contd.)

Skills (contd.):
Professional:
• Prior FMCG Experience.
• Supervisory Key Account Responsibility
• Demonstrable Track Records.

Job’s Scope
• Responsible for a maximum of 3-8 Accounts with a Annual Turnover of $ 3 Million.
• Top To Top dealing with customers who are either Arab or Foreign Professionals .
• Customers’ P & L Responsibility
• Cross Functional / Company Collaborations involved.

ABP
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