Key Account Manager

8 hours ago

Bengaluru, Karnataka, India Discoveries Quintessential Full time

Job overview and responsibility

The KAM is responsible for building and maintaining strong relationships with key clients in Beauty Specialty Channel, proactively capturing their business needs, and ensuring their satisfaction with products or services.

Developing and executing strategic account plans (Omni-Channel) to drive growth and maximize revenue from key accounts through all excellent activities to accelerate off-take for each account.

The KAM will be involved in selling products, goods and services to customers and shoppers (Online and Offline), coordinating with cross functions and Operation Team to ensure all plan will be implemented smoothly.

Channel Strategy and Key Account Management:

- Determine strategic channels to identify Why/Where/What/How to invest to take the sales growth

- Customer segmentation by tiering accounts to have the right plans for each account.

- Understand Right store to win through right investment.

- Develop a strong visibility program which in line with company expectation about brand image, sales growth, space share.

- Define the right portfolio for Offline and Online for each account to maximize the sales.

- Define the new accounts and white space opportunities

- Build a long-term partnership with Key Accounts to ensure all activities are implemented on time.

- Independently prepare, draft and review presentations with customers.

Sales Planning:

- Capture the market movement to prepare the solid plans (Omni-channel) for assigned accounts.

- Define the Sales Building Block for assigned Key Accounts, especially Top Accounts: Hasaki/Skinfood/Cocolux/Nuty

- Closely work with Trade Marketing team to build the right activity support for each account.

- Strengthen the brand image at POS through the visibility plan.

- Manage annual trading term negotiation, ensure all investment must be in condition and well documented.

- Develop and follow up the JBP with Top Accounts: Hasaki/Skinfood/Cocolux/Nuty/by setting up the monthly and quarterly meet with them.

- Monthly sales plan for Top Accounts and monitor to ensure their achievements.

- Competitor understanding to have full picture of the Collaboration and people management:

- Collaborate with Trade Marketing and Marketing team to build the JBP for assigned accounts.

- Well deployed to Operation team to ensure all activities are excellent implemented on field.

- Work with demand planning to prepare the accuracy forecast for assigned accounts.

- Lead a team to deliver their KPIs

- People recruitment and coaching the newcomers

- KPIs setting for team

- Ensure effective leadership, teamwork and collaboration with other business units

Control and Compliances:

- Build performance tracking system for team members

- Prepare and present business reviews, updates, and determine market challenges & opportunities for assigned accounts.

- Ensure proper inspection readiness and high integrity/compliance in all aspects of solution delivery.

- Ensure a culture of compliance and ethics within not only the sales organization but the total company.

Perform any other duties as requested by Sales Director.

Required skills and experiences

- At least 3-5 years of extensive experience in sales, business development, account management, customer success role

- Experience in Beauty Specialty channel at least 1 year.

- Strong existing working relationships with clients in Beauty Specialty channel.

- Experience in Sales planning, worked for Skincare's brands.

- Master's Diploma / Degree in any Business related: business, sales, pharmaceutical, marketing, finance.

- Business development or account management experience in Modern Trade/Beauty/Health and Beauty channel

- Proficiency in Microsoft Office (Word, PowerPoint, Excel) and Google Workspace (Docs, Slides, Sheets, Forms)

Preferred skills and experiences

- Experience in Distributor Management is an advantage

- Proficiency in English (Reading, Writing & Speaking is an advantage (ref:iimjobs.com)

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