KAM (Key Account Manager)

From an executional perspective the KAM is responsible that the sales plan is executed well delivering the top line growth figures and ensuring the Perfect Store standards in every store.  The KAM drives the business based on conceptual sales proposals that generate a triple Win situation (customer-consumer-Red Bull). Category Management is at the core of his skills along with people management and passionate team building. KAM manages a team of strikers and lead them to develop accounts in a given geographical area through active selling and the implementation of agreed Perfect Store standards.

Strategy generation and Promotion Calendar Planning; ROI calculations for all types of activities; budget planning at the stage of Annual Targets setting. Is responsible for customers development in long-term perspective. 

Key Responsibilities

• Collect and maintain database of all key account customers in Off-Premise channel and systematize them according to corporate standards.
• Establish positive personal and business relationships with decision makers & owners to ensure long-term successful cooperation.
• Annual contract campaign: negotiation and signing minimum yearly contracts with customers. Control of implementation of all contractual agreements. 
• Development and implementation of annual, quarterly and monthly action plans by each key account customer based on their sales targets.
• Development and implementation of marketing activity plans for each key account customer based on national marketing calendar. Control and analyses of effectiveness of conducted marketing and sales activities.
• Effective development and implementation of annual business plan.
• Ensure the in-store presence of the Red Bull brand via implementation of Perfect Store Standards.
• To coach and develop team members so that each team member’s contribution and potential is maximized.
• Administration: complete all necessary daily, weekly and monthly admin work on time and accurately. 
• He has to manage merchandising control and support, to direct third party Staff in a proper way in order to utilize brand portfolio competitive advantage via available trade marketing toolbox.

Experience

• 3+ years of multinational FMCG experience in sales
• Key Account and Field Sales management experience
• Preferred: Experience in Category Management
• Preferred: Cross-functional experience in Trade Marketing / Consumer Marketing

Knowledge and Skills

• Strong understanding of sales processes & negotiation processes in accountable retail channels
• Clear understanding of markets, sales & distribution, competitor activity, consumer behavior in FMCG context
• Strong analytical ability and commercial acumen to understand financial statements and market trends
• High negotiation and interpersonal skills 
• Strong PC user (Excel, Power Point, Word etc.)
• Preferred: written and spoken English 
• Presentation skills: Demonstrate great presentation skills that provide highly relevant and commercially viable strategies or processes in a clear, concise and empowering way
• Leadership, Motivation and Team building skills.