JOB DETAILS

JOB DETAIL

REPORTS TO : Managing Director

POSITION PURPOSE:
- To define, propose and implement strategies with key account customers, in line with overall commercial policy, in order to strengthen the company's business and generate optimal profitability with each modern trade retail customer (Tesco, Tops, Makro, Villa, Foodland, Family Mart, etc.)
- Full volume and P & L responsibility including effective negotiation for each key accounts
- Implementation of strategies pricing / supply policies and trade terms with each key accounts
- Co-ordination with Marketing, Finance, Logistics to provide best possible service to customers

KEY RESPONSIBILITIES:
- Develop and maintain strong customer relations. Customer strategy and plans. Identify customer's objectives and strategies to ascertain how to address Company's brand objectives.
- Together with support of Marketing, define and present to Managing Director for approval objectives, strategies and action plan for their customers (profit, volume, pricing, discounts, promotions and service levels) in order to maximize company’s share of customer business.
- Prepare customer budgets for full year budget plan purpose.
- Manage and act as primary Company interface with key customers. Activities to include:- Promotion planning / implementation; Negotiation; Business agreement with customers; Regular business reviews; Value added services; New product introduction and Customer fulfillment initiatives
- Negotiate with customers; pricing, trade terms, product assortment including new product introduction, promotion and space utilization programs in line with approved objectives.
- Agree on service level to be provided (i.e. logistics, forecasting, exchange of depletions, etc.)
- Conduct business development reviews with all customers, annually and half-year as a minimum.
- Communication of negotiated agreement to dedicated sales force where appropriate.
- Maximize, train and develop support resources: - Sales support, Sales admin. and customer staff.
- Regular review of performance with customer’s central purchasing, marketing and sales dept.
- Regular analysis of performance versus plan, reporting both opportunities and risks and developing and recommending action plans to achieve annual plan.
- Day to day management of contacts with retail outlets, either directly or through dedicated sales force.
- Trouble shooting in conjunction on issues such as delivery, cash management, forecasting, etc.
- Track and share information throughout commercial functions:- Pricing; Competitor activity; Consumer data and records; Category movements / trends; Co-ordinate effective use of all available company resources i.e. I.T., HR, Logistics etc, to maximize customer performance

REQUIRED WORK EXPERIENCE

- Business graduate with 6-7 years experience in consumer product area. FMCG experience involving sales to modern trade distribution would be an added benefit
- Ability to adapt to different cultural backgrounds and keep abreast of business development trends
- Knowledge of commercial best practices
- Ability to develop and train sub-ordinates
- Strong interpersonal skills to develop close relationship with key customers
- A pragmatic innovator, self-motivated and hands-on achiever
- Strong communication skills, problem solving and decision making ability.
- Strong knowledge and awareness of both local/regional brand strategies and product knowledge
- Able to plan and organize effectively
- Retail and merchandising knowledge
- Excellent language skills both in Thai and English
- Flexibility in working long hours
- Computer literate on Microsoft Office, especially Excel and Power Point