Regional Key Account Manager MENA (Focus GCC/ Levant); e-commerce Coordinator

1. Overall Objective:
• Develop and grow the business of his/her customers portfolio in the relevant aspects of Distribution, Sales, Key Account Management and Category Management
• Define a regional plan in order to exploit the potential of the categories (based on international core range and new products)
• Support the management of Distributor's Sales and Trade Marketing function to develop and grow the business in the relevant aspects of Key Account Management
• Help to develop a superior shopper and customer understanding, improving the Shopper KPIs
• Define specific OGSM for his/her Customers portfolio
• Work on customer segmentation and solid customers plan.
• Profitable growth of the business
• Integrate e-commerce business into the country customer portfolios

2. Key Tasks:
Key Account Management
• Work on OGSM and consequently define working customer plans, according to local and regional sales plans
• Coordinate and prepare Sales Contracts with selected International Key Clients
• Analyze the available customer data (i.e. sell-out data), derive conclusions and give recommendations on action
• Setting-up of Key Account Management charts and ability to draw conclusions and projections
• Have regular business and category reviews
• Professionally guide distribution partners in negotiations in all aspects (listings, rebate structure, outlet-distribution, discounts, promotions)
• Monitoring and benchmarking of trade rebates and net pricing
• Initiate and implement category management projects and Joint Business Plans
• Prepare monthly reporting for international Key Accounts and be a link between the international Headquarters and local subsidiaries
• Support implementation of Key customer related promotional projects
• Optimize supply chain in order to increase customer service
• Implement group IKA strategy

Sales
• Develop local and regional Key Account Sales and Distribution targets (short, mid and long term)
• Implement regular and standardized analysis & reporting of actual business-performance (key customer sales, product-sales, distribution, and merchandising) versus agreed targets
• Lead and support the distributor in terms of sales, distribution, and attend Annual Negotiation meetings together with Distributor's KAM
• Define and implement corrective measures in case of deviations versus targets
• Optimization of supply chain efficiency with customers
• Prepare presentations to key customers (i.e. on assortment reviews/ new products)
• Define key customer and country-specific assortments (Must stock list) and follow-up of implementation of listing plans
• Observe and manage price levels and trade margins
• Design and implement the international e-commerce strategy
• Co-ordinate the countries development of e-commerce, both with e-tailers, e-dealers and e-shops of offline customers, via distribution increase and the right commercial policy
• Scout new regional e-customers and direct the distributors on how to deal with them
• Co-ordinate the commercial conditions of the e-channel with the offline channels
Category Management
• Create and support implementation of tailor made promotional plans
• Have a Category Management culture and consequently have Catman as top of mind strategic vision to be developed with customers
 

Job Details

Preferred Candidate

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