Role Purpose

Lead sales and SCM operation highest standards of efficiency and efficacy within FMCG, reflected on excellent execution on shelves, effective customer relationship, consistent delivery in business KPIS, efficient SOI and a strong team.

Key Accountabilities

Chanel Development:

• Lead strategic planning with the distributor as per KA model
• Determine strategic role per top account considering retail environments/customers and categories and Build roadmap customer/channel development
• Design, agree and deliver impactful business plans
• Consistently deliver business KPI's

Channel RGM:

• Create value optimizing Price, Promo and Mix, reflected in TTC and GM
• Review contracts and agreements to deliver efficient Trading term negotiations, following RGM and compliance guidelines
• Guide, approve and control sales Budgets & Forecasts for sales and finance KPIs

Shopper & Customer Marketing:

• Drive and support SCM initiatives on planing, commercial operations, customer engagement and in store execution

Key Account Management:

• Be a trusted and influential contact for high leadership in key customers
• Establish a capable KA team and multi-level engagement strategy per customer
• Ensure annual strategic planning and T2T relationship/meetings
• Develop fact-based management system, considering ways of working, data set, KPIs, targeting and dashboards

Distributor Management:

• Manage DKSH as distributor and operational partner
• Develop a “KA like” relationship and management with the Distributor
• Improve Active Accounts coverage, top 10 penetration and AVC program
• Control commercial conditions to guarantee controlled pricing and trading routes

In Store Operations:

• Guarantee effective and efficient coverage and frequency for in store operations
• Drive continuous team engagement
• Establish disciplined ways of working on KPIS monitoring and improvement and compliant contracts

Leadership:

• Build lean and effective structure
• Full responsibility in having a capable structure with right people in right places
• Support and drive organizational improvement though individual career development
• Mange and influence key internal and external stakeholders through relevance
• Implement effective rewards scheme for sales and field execution

Compliance:

• Ensure responsible, sustainable, and compliant trading and customer/competitor engagement practices are maintained within the organization