Job Purpose

Manage the development and execution of joint business plans, customer engagement initiatives, and daily operations within assigned key accounts to deliver sales, market share, and performance target

Principal Accountabilities

Financial Business Management

1. Build and manage monthly and quarterly IMS plans for designated accounts in line with national full-year objectives.
2. Support JBP development and track implementation against agreed KPIs (IMS, share, etc.).
3. Monitor customer-specific trade investments, promotional plans, and rebate performance

Analytics & Reporting

1. Provide accurate monthly sales forecasts using sell-out data, customer stock levels, and promotional activity trends.
2. Generate insights from data (e.g., DSSR, EPOS, ROS, 2B2) to highlight risks and opportunities.
3. Prepare performance reviews and monthly reports on KPIs, pricing, competition, and activation ROI.
4. Support internal cross-functional planning with account-specific analytics

Stakeholder Management

1. Maintain relationships with key customer contacts for day-to-day operations and issue resolution.
2. Escalate and support resolution of customer disputes (pricing, delivery, availability, etc.) in line with company policies.
3. Liaise with Distributor KAM and field team to ensure smooth implementation at store level

Strategy Development

1. Execute customer plans aligned with national channel and category strategies.
2. Support annual JBP development and contribute inputs to national sales strategy sessions.
3. Assist in preparing customer-facing presentations, scorecards, and business reviews

Selling & Negotiation

1.  Participate in customer negotiations on promos, pricing, and listings with support from NKAM.
2. Align with internal teams to secure approvals on proposals and investments.
3. Leverage cross-functional relationships (Supply Chain, Finance, Marketing) to unlock opportunities

Operational Execution

1. Monitor and drive share of shelf, SKU compliance, and NPD availability across assigned outlets.
2. Coordinate with Distributor field team and merchandising agencies for daily execution.
3. Track in-store activity performance and identify areas for corrective action

Sales Administration

1. Manage listing status and assortment plans across customer formats.
2. Document all agreed activities in shared folders and update trackers regularly.
3. Follow up on price change communications, listing forms, promo calendars, and related admin.