IDS利和经销集团

Nanjing IDS Marketing Co., Ltd.

DIMENSIONS:

PRINCIPAL OBJECTIVE:

MAJOR ACCOUNTABILITIES:

Ø      Strategy development and execution

§         Working with NKAC on the development of channel strategies for organized accounts, ensuring that agreed strategies and tactics are employed according 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 capitalize on fast development of the organized channel and to strengthen IDS’s leadership position in this channel.

Ø          Professional account management

§         Effective use of account management tools with respect to the management of organized accounts. Such tools include account file, account plan, business 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 communicated 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, merchandising and promotion activities, with the objective of strengthening our leadership position with key accounts.

Ø          Management of activities and targets

§         Co-ordination of all key accounts' activities, and managing the activity 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 principles objectives and market potential.

§         Efficiently communicate with commercial team, marketing colleagues, sales team within the organization to ensure correct and timely execution of business activities at field level.

§         Working with Commercial team in stock forecasting and supply chain management with the objective of meeting customers’ promotional and regular stock requirements, minimizing out-of-stock occurrences and improving stock freshness.

§         Ensure that the company’s strategic imperatives, objectives and other 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 attained by raising our skill level to excel competition and instilling an account management 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 management 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 renowned 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, monitored and feedback to NKAC.

§             Account management tools (e.g. account file, account plan, business review and activity plan) effectively employed.

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

§             Activity and promotion plan coordination, executed and followed-up according 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)

地址： 上海市宜山路2000号1号楼2楼