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Strategic Account Manager, GALEC
il y a 1 mois
ROLE SUMMARY
You are responsible for the annual negotiation of agreements in all aspects, including contract terms, logistics conditions, and 3Net & 4Net, with the support of the Supply Manager.
You manage business levers to reach Net Sales targets and improve the customer's P&L.
You coach and manage a sales negotiator team, including area sales managers and sales representatives, responsible for regional negotiations with 17 SCAs.
You directly report to the sales director and manage a Junior Key Account / Catman and sales assistant on their daily activities.
RESPONSIBILITIES:
NEGOTIATION
- Negotiate annual agreements.
- Build annual business plans considering company strategy and category priorities.
- Ensure listing of new products.
- Develop and implement the best promo plan against customer brief in line with internal promo guidelines and budget.
- Build and develop strong relationships with customers.
- Deepen organizational knowledge and act at all levels to build a win-win partnership with customers.
- Mobilize the field team in collaboration with the National Sales Manager.
MANAGEMENT
- Coordinate team activities for perfect implementation of annual agreements at national and regional levels.
- Provide clear promotional and assortment guidelines to the team responsible for SCAs to build efficient regional plans.
- Be the point of contact for the whole team responsible for SCAs.
- Secure regional investment, drive, coach, and manage the team responsible for regional negotiations.
- Ensure flowless execution of all agreed plans.
- Drive NetNet Price improvement and P&L.
- Manage customer budget (trade agreements) and validate annual payment of trade terms.
- Build sell-in and sell-out forecasts.
- Regularly monitor KPIs and targets.
- Conduct monthly business analysis.
- Identify and share key success factors.
COMMERCIAL POLICY
- Recommend negotiation strategy, resource requirements, and necessary action plans.
- Participate in the Commercial Committee.
- Work closely with various services and support departments (Marketing, Finance, Supply).
- Lead and/or participate in cross-functional working groups.
- Recommend necessary changes to sustain growth.
REQUIREMENTS:
- You must have at least 5/7 years of experience in commercial functions, headquarters, and/or field.
- You have managed major national accounts in FMCG environments.
- You are autonomous, organized, and rigorous.
- You have a strong entrepreneurship mindset.
- You have strong communication and influential skills.
- You are comfortable in English.
Together, we are creating a better future – for the planet, for future generations, and for every SCJ team member.
Make an impact through iconic global brands.
