An exciting opportunity has arisen for a dynamic and proactive Key Account Manager in the Travel Retail sector. The successful candidate will be responsible for reaching sales targets, developing business with key accounts, and managing budgets. This role requires a deep understanding of customer needs and the ability to create strategic plans that drive business growth.
What you'll do:
As a Key Account Manager in Travel Retail, you will play a pivotal role in driving our client's business forward. You will manage significant accounts contributing to a substantial portion of Asia's sales. Your responsibilities will include creating customer-specific strategies that consider cultural nuances and customer needs. You will propose annual strategic plans and budgets for your assigned key accounts while monitoring sales targets regularly. Your proactive approach will enable you to initiate forecasts from key accounts and update them as necessary. You will also develop comprehensive SWOT analyses and performance reviews for each customer, leading to actionable plans. Your negotiation skills will come into play as you define contracts with customers and negotiate promotional plans aligned with marketing strategies. Supporting trade marketing efforts, you will provide specific sales arguments to achieve strategic goals. Furthermore, you will monitor in-store deployments closely, coordinating with key accounts to ensure local execution aligns with defined plans.
- Manage and follow-up important accounts, responsible for 30%-50% of Asia sales
- Carry out strategies that cater to customer clusters, understanding the culture and needs of the designated area
- Propose annual strategical plans and sales budget for the key accounts assigned
- Monitor sales targets achievement on monthly basis and propose recovery plans when trends are negative
- Initiate and collect novelties forecast from key accounts, updating the forecast where necessary
- Develop SWOT analyses & performance reviews by customer with a defined action plan
- Negotiate contracts with customers, negotiate annual / session promotion plan according to marketing plan
- Provide support to trade marketing, specific sales arguments to achieve strategic goals
- Monitor actual in-store deployment, coordinate with key accounts to ensure local execution aligns with defined plans
What you bring:
The ideal candidate for the Key Account Manager role will bring a wealth of experience and a proven track record in similar roles. You will have a University Degree in Economics, Finance, Marketing or a related field and at least 3 years of experience in FMCG Field Sales or Merchandising. Your market knowledge will span across travel retail, inflight, border shops, low tax areas and railway retail structures. Your strong analytical skills will be matched by your excellent account management, negotiation and stakeholder management abilities. A good understanding of channel and customer planning, sales processes and commercial logistics will be essential for success in this role. You will also possess good numerical skills and fluency with numbers and data reading. Your proactive and dynamic approach will enable you to thrive under pressure and meet deadlines effectively. Knowledge of MS Office is required while familiarity with SAP would be an added advantage.
- University Degree in Economics, Finance, Marketing or related field
- 3+ years of experience in similar roles; FMCG Field Salesperson or Merchandiser experience is a plus
- Market knowledge required: travel retail, inflight, border shops, low tax area, railway retail structure
- Proven sales experience with a track record; experience in category, customer and channel marketing
- Strong analytical, account management, negotiation, and stakeholder management skills
- Good understanding of the channel and customer planning, sales, field & merchandising processes, commercial logistics
- Good numerical skills, fluency with numbers and data reading
- Proactive and dynamic approach, ability to work under pressure and meet deadlines
- MS Office knowledge; SAP is a plus
What sets this company apart:
Our client is renowned for their commitment to creativity and innovation. They encourage all their people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement are based on the individual, team and organisation dimension. The company fosters an environment where individuals can work independently as well as part of a team. They value building proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships are key to achieving expected sales outcomes.
Do note that we will only be in touch if your application is shortlisted.
Robert Walters (Singapore) Pte Ltd
ROC No.: 199706961E | EA Licence No.: 03C5451
EA Registration No.: R23116145 Jeon Chan
