Job Summary:

This position is responsible for the management of a defined list of responsible for Key Accounts which includes chain supermarket, convenient stores and specialty stores.  The incumbent is responsible for achieving sales target, merchandising objectives and promotion objectives within the assigned channel through proper key account management. 

Key Responsibilities and Job-Related Characteristics:

• Monitor assigned key accounts to ensure that annual sales targets, retail pricing objectives, product listing, positioning and merchandising objectives are met.
• Work with trade marketing and brand teams to formulate promotion and merchandising strategies and plans.
• Negotiation of annual trading terms and business contract preparation.
• Work with Marketing Department to implement promotion activities and provide constructive feedback on promotion effectiveness and make recommendations where necessary.
• Analyze market intelligence and report on competitors’ activities.
• Prepare sales forecasts, weekly and monthly sales reports.
• Carry out sales administrative role, prepare promotion proposal, sales order approval, product pricing/item form, credit application form for the respective customers to the required standard.
• Follow up on order delivery and supervise the implementation of agreed promotion plans.
• Supervise merchandising programs within the key account outlets; and monitor performance of promoters, provide guidance and product training when required.
• Ensure adequate supply of stock at outlets, POSM are properly displayed, all merchandise on display are priced, labeled and in good condition, in line with brand guidelines.
• Stay updated on industry trends, market developments, and competitor activities to identify opportunities and challenges within the key account segments.
• Regular meeting with buyers and store managers of key outlets.
• Prepare and present regular sales reports and analysis to management, highlighting key performance indicators and providing recommendations for improvement.
• Review closely customers’ credit status, alert underlying credit risks and possible resolutions as appropriate.
• Ensure payment collection is in line with channel and company objectives.

Functional Capabilities Requirements:

• Strong understanding of the retail industry and key account management practices
• Company & Product Knowledge
• Account Planning & Management
• Selling & Negotiation Skills
• Operational Policy & Procedure
• Financial Knowledge & Analysis
• Trade Marketing 

Knowledge and Skills Requirements:

• Diploma and above 
• At least 3 years relevant experience in trading field, more experience can be considered as Sales Manager
• Former experience in key account management is an advantage
• Relevant experience in alcoholic industry or FMCG is an advantage
• Dynamic, outgoing with good initiative and interpersonal skills
• Proactive, mature with result-driven and self-motivated mindset 
• Excellent communication and negotiation skills, with the ability to build and maintain lasting client relationships
• Analytical and strategic thinking abilities, with the capability to identify sales opportunities and drive business growth
• Proficient in both written and spoken English and Chinese (including Cantonese & mandarin)
• Computer literate