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Senior Account Manager

2 months ago

North Sydney Council, Australia Ferrero Full time

About the Role:

The role is responsible for developing and executing commercial strategies to drive sustainable growth with major grocery customers. This includes strategies around activations, brand initiatives, promotions, and innovations based on industry insights, as well as responsibility for achieving key targets and objectives on net sales revenue, market share, trade investments, and annual operating plans.

Main Responsibilities:

  • Develop the sales strategy and achieve annual agreed targets for net sales revenue, market share, and maximize trade investments.
  • Build and execute an annual operating plan to meet objectives and deliver an aligned joint business planning with customers for portfolios, including category and brand campaigns, promotional strategy, launching new products, executing in-store activations against defined initiatives.
  • Identify and propose opportunities for business development and growth.
  • Perform relevant activities planning and control, manage the performance in commercial delivery, point-of-purchase strategy, forecast accuracy, trade investment, and claims management, and commercial performance to budget.
  • Work with relevant functions and teams to ensure an aligned position on customer activity; develop cross-functional teams to achieve customer business objectives (supply chain, category, shopper marketing, commercial planning, etc.).
  • Support the development and application of company processes and guidelines for business planning, product, stock, and freshness management.
  • Manage client and channel development, build short-, mid-, and long-term planning in conjunction with other teams.
  • Deliver targets for growth for key customers and monitor performance internally and externally, highlighting the main gaps, causes, and opportunities.
  • Design and implement solutions to specific performance issues.
  • Manage assigned clients' credit and indebtedness, working with the finance and client to solve critical issues.
  • Prepare and present agreements and contracts for assigned clients, negotiate for mutually beneficial outcomes to drive business results, including new initiatives and business proposals.
  • Plan and prepare all key negotiations, permanent trading terms, investments, and discounts.
  • Ensure 100% adherence to all Ferrero Global Compliance Standards in claims management, contract negotiation, and in agreeing promotional spend.
  • Develop a strong engagement plan across all functions and departments within the customer.
  • Manage the assigned budget to propose and achieve the assigned client sales volume/value budget within commercial guidelines.
  • Propose spend allocations to maximize profit, utilize promotional modeling tools, to ensure robust financials are considered with Ferrero and retailers.
  • Build customer-centric capability across the organization and support team members' professional development, promoting and maintaining a high level of employee engagement.

Requirements:

  • University degree.
  • Relevant experience in FMCG with a comprehensive knowledge of the industry and market and ability to build strong relationships quickly and negotiate win-win deals for Ferrero and our customers.
  • Experience with channel and customer plans, as well as commercial logistics, sales, field, and merchandising processes.
  • Strong analytical, account management, financial understanding, and budget management, negotiation, and leadership skills with the ability to use insights to generate ideas for growth strategies.
  • Proactivity, high result-orientation, conflict management with the ability to work under pressure and meet deadlines.
  • Strong people management, ability to work across teams and cross-functionally, being a good team player and contributor.
  • Good knowledge of MS Office tools.