National Key Account Manager

National Key Account Manager
发信站: 饮水思源 (2007年01月05日16:29:42 星期五)

Nanjing IDS Marketing Co., Ltd.


ROLE PROFILE

DIMENSIONS:

Job Title: 	National Key Account Manager

Reports To: 	National Key Account Controller

Function: 	National Key Account Team

Location: 	Shanghai

PRINCIPAL OBJECTIVE:

As the trade environment becomes increasingly sophisticated, professional acco
unt management plays an increasingly important role in developing strategic al
liance between principals & key customers. Working closely with National Key A
ccount Controller (NKAC), the National Key Account Manager (NKAM) plays an imp
ortant role in ensuring account management best practices, in order to establi
sh IDS as the benchmark services provider for our principals & strategic accou
nt customers, in a manner which meets sales and trade marketing (below the lin
e) objectives.


MAJOR ACCOUNTABILITIES: 
	Strategy development and execution
	Working with NKAC on the development of channel strategies for organi
zed accounts, ensuring that agreed strategies and tactics are employed accordi
ng to plan, effectively cascading relevant guidelines to field operation teams
, and monitoring effectiveness of tactical execution.

	Monitoring the implementation of principles’ plan in order to capita
lize on fast development of the organized channel and to strengthen IDS’s lea
dership position in this channel.

	Professional account management
	Effective use of account management tools with respect to the managem
ent of organized accounts. Such tools include account file, account plan, busi
ness review and activity plan.



	Ongoing monitoring of accounts’ performance review via coordination 
of reports including universe update, distribution performance, monthly sales 
review, business review, promotional evaluation and consolidation of reports.


	Establishing network of market intelligence, which is efficiently com
municated to NKAC to ensure effective tactical response.

	Confirm strategic business alliances through contractual tie-up with 
respect to new items listing, distribution drive, in-store advertising, mercha
ndising and promotion activities, with the objective of strengthening our lead
ership position with key accounts.

	Management of activities and targets
	Co-ordination of all key accounts' activities, and managing the activ
ity plan database with respect to these activities.

	Co-work with Commercial Controllers to achieve volume (in sales value
), distribution, merchandising and brand exposure targets set according to pri
nciples objectives and market potential.

	Efficiently communicate with commercial team, marketing colleagues, s
ales team within the organization to ensure correct and timely execution of bu
siness activities at field level.

	Working with Commercial team in stock forecasting and supply chain ma
nagement with the objective of meeting customers’ promotional and regular sto
ck requirements, minimizing out-of-stock occurrences and improving stock fresh
ness.

	Ensure that the company’s strategic imperatives, objectives and othe
r top-down information are accurately cascaded to direct reports to ensure the
 effectiveness of the communication flow.



ADDITIONAL INFORMATION

1.	Content / Environment

As the market environment and especially organized accounts become increasing 
sophisticated, account management professionalism becomes the rule of the game
 rather than a competitive advantage. Competitive advantage can only be attain
ed by raising our skill level to excel competition and instilling an account m
anagement culture in the whole trade marketing organization to better service 
our customers in strategic trade channels.

The National Key Account Manager plays an important role in building account m
anagement capabilities in order to maintain and enhance our benchmark services
 provider status with principles & strategic customers in his/her responsible 
areas, and to fulfill overall company and principles objectives. 


2.	Knowledge, skills and experience required:

	At least 5 years sales and/or trade marketing experience in a renowne
d FMCG company, preferably including 3 years key account experience.

	Strong inter-personal skills and a good communicator.

	Good analytical skills.

	A strong in computer literate, especially in Excel.

	A good implementer of plans with attention to details.

	Service mentality & flexible

	University graduate.

3.	Key Success Factors

	Key account strategies and tactics being effectively executed, monito
red and feedback to NKAC.

	Account management tools (e.g. account file, account plan, business r
eview and activity plan) effectively employed.

	On time delivery of account performance monitoring reports (e.g. univ
erse update, distribution performance, monthly sales review, business review, 
promotional evaluation and consolidation of reports)

	Activity and promotion plan coordination, executed and followed-up ac
cording to customer and market needs and within best interest for IDS.



4.	Working Relationships

*	Internal - Need to work closely with:
-	Commercial team
-	Key Account Team in each region
-	Sales team in each region
-	Marketing colleagues in each region
-	Finance Department
*	External - Need to work closely with:
-	Principles (if necessary)
-	Key Account Customers (e.g. Buyers)

Interested applicants should send current Chinese and English resume to Ms.Jen
ny Wang at jenny.wang@charlesmo.com. Call 021 6246-4826 ext. 12 for more infor
mation.