Key Account Head

Build sales & profitability in assigned accounts by selling in initiatives established during the Annual Operating Plan (AOP). Develop and execute business programs, and ensure all assigned accounts comply with Pepsico performance standards and Customer Development Agreement (CDA).

Responsibilities

Grow Sales and Share in assigned customers:

• Build strategic partnership with assigned customer basing on WCCE framework.
• Conduct T2T/JBP, Quarterly Biz Review meeting.
• Lead new interventions/ joint projects development & implementation at assigned account.
• Negotiate, develop, and execute effective contracts with assigned customers
• Monitor performance and compliance to contracts, taking corrective actions where necessary
• Develop and keep updated Customer Account Plan (CAP) to the Pepsico standard
• Call on customer wiring assignments as planned
• Develop specific standards for merchandising range
• Develop promotions activities & marketing programs for accounts to enhance brand image and gain sales & share.
• Monitor, analyze & control Budget spending.
• Manage customers’ debt to make sure payment on time in full as per company policy.
• Ensure new products listed in assigned customers as guideline.
• Manage OTE all regions to get customer insights & design suitable sales program.
• Do market visit to track execution

Set objectives and track results

• Set clear objectives for each member of the team that are consistent with Market Unit (MU) goals
• Build forecast basing on base line and incremental factors to achieve AOP monthly
• Review progress vs. objectives on weekly basis
• Ensure clear communication and adherence of pricing and promotions
• Report: competitor activities, monthly sales review, promotion evaluation…
• Have periodic meeting with customers to review performance and take immediate action plan.

Identify and win new business

Identify and evaluate new business opportunities (new distribution / new customers) & develop products in new accounts in assigned location

Others

• Managing and coaching Organized Trade Executive and Sales Rep to execute daily sales operation.
• Lead problem solving and help other AM/KAM/OTE-Region handling issues related to Customer HO in assigned accounts.
• Other tasks assigned by Organized Trade Lead

MEASURES

• Contracts signed timely
• CAP in place for priority accounts
• Customer Wiring document complete
• Volume, revenue, share, & profit targets
• OT reports timely & accurately
• Sales Development Objectives achieved verses plan
• New Business Volume achieved
• Work With and market visits conducted

Qualifications

• At least Bachelor’s Degree
• At least 8 years’ experience in Organized Trade/Modern Trade Channel
• Master in negotiation and selling skill towards internal and external stakeholers
• High business result oriented. (Execution in Great5)
• Excellent Influencing & collaborating is preferable.
• High commitment in Operation. (Execution in Great5)
• Talent Devepment (Growth in Great5, TPW)
• High trust and integrity, Sophisticated relationship building (Relationship in Great5, TPW)
• Computer skills (MS Word, Excel, Power point)
• Prioritizing, making sound decisions and taking calculated risks (Thinking in Great5)
• Super Proactive, positive mind
• Sophisicated OT channel knowledge/ experience
• High agile to Market/Category/Channel movements to drive new change & initiatives. (Agility in Great5)
• Be consumer centric (TPW)
• Act as owner (TPW)
• Focus and get thing done fast (TPW)

Grow Sales and Share in assigned customers:

• Build strategic partnership with assigned customer basing on WCCE framework.
• Conduct T2T/JBP, Quarterly Biz Review meeting.
• Lead new interventions/ joint projects development & implementation at assigned account.
• Negotiate, develop, and execute effective contracts with assigned customers
• Monitor performance and compliance to contracts, taking corrective actions where necessary
• Develop and keep updated Customer Account Plan (CAP) to the Pepsico standard
• Call on customer wiring assignments as planned
• Develop specific standards for merchandising range
• Develop promotions activities & marketing programs for accounts to enhance brand image and gain sales & share.
• Monitor, analyze & control Budget spending.
• Manage customers’ debt to make sure payment on time in full as per company policy.
• Ensure new products listed in assigned customers as guideline.
• Manage OTE all regions to get customer insights & design suitable sales program.
• Do market visit to track execution

Set objectives and track results

• Set clear objectives for each member of the team that are consistent with Market Unit (MU) goals
• Build forecast basing on base line and incremental factors to achieve AOP monthly
• Review progress vs. objectives on weekly basis
• Ensure clear communication and adherence of pricing and promotions
• Report: competitor activities, monthly sales review, promotion evaluation…
• Have periodic meeting with customers to review performance and take immediate action plan.

Identify and win new business

Identify and evaluate new business opportunities (new distribution / new customers) & develop products in new accounts in assigned location

Others

• Managing and coaching Organized Trade Executive and Sales Rep to execute daily sales operation.
• Lead problem solving and help other AM/KAM/OTE-Region handling issues related to Customer HO in assigned accounts.
• Other tasks assigned by Organized Trade Lead

MEASURES

• Contracts signed timely
• CAP in place for priority accounts
• Customer Wiring document complete
• Volume, revenue, share, & profit targets
• OT reports timely & accurately
• Sales Development Objectives achieved verses plan
• New Business Volume achieved
• Work With and market visits conducted