National Key Account Manager Team Leader - Modern Trade

This position will be the front-line contact between the company and the International Key Accounts for food category and will report to Sales Manager Modern Trade Division.

Business KPI

• Developing the strategy for Modern Trade channel for all our FMCG food portfolio brands;
• Coordination & participating together with Key Account Managers to contract negotiations & annual agreements;
• Building a sales strategy and setting objectives for every IKA;
• Propose solutions to optimize activity and solve the arising problems in business;
• Create and maintain a high level of relationship with all the food suppliers and retailers;
• Focusing on growing and developing existing clients, together with generating new business;
• Manage conflict situations and come up with effective solutions;
• Keeping quarterly sales meeting with all partners.

Financial KPI

• Establishing sales plans, targets and budget for part of the Modern Trade channel;
• Plan the sales budget in the most efficient way – Ensure financial indicators achievement, focus on P&L and ROI;
• Assure monitoring of sales data and analyze the information in order to identify improvement areas – white spaces;
• Continuous market analysis and research on the dynamics of the accounts and competition;
• Prepare twice a year the business review with GM & board member for all International Key Accounts.

Relationship KPI

• Work close with Business Unit Managers department in order to build the yearly trade marketing strategy for every specific client and coordinate the MT food sales department in order to ensure a flawless implementation of the agreed activities;
• Designing and implementing together with Commercial department/ Business Unit Managers specific tailor-made activities for Modern Trade channel;
• Develop Category Management/ Advisor projects;
• Developing and implement the promotional plan / annual or quarterly incentive plan with clear objectives and profitability targets and, make sure that are in line with company & brand strategy;
• Designing and implementing trade marketing activities together with Commercial department/ Business Unit Managers and the field team.

Management KPI

• Lead the food Key Account department including Key Account Managers & Key Account Assistant;
• Set up the quantitative and qualitative objectives for Key Account team members on monthly, quarterly and annual basis;
• Coordination of Key Account Managers team to achieve the targeted objectives;
• Follow up the daily activity of key account managers, offering them support and make sure they implement the agreed plans in accordance to our internal policy;
• Responsible for hiring, career development, performance management and all professional concerns of the team.

• University degree with a minimum of 10 years’ experience in Sales, Modern Trade channel any other experience is welcome (Traditional trade, Petrol stations, B2B);
• Minimum of 1 year of experience in sales leadership role in a FMCG company, minimum requirement: Sr. Key Account Manager with at least 1 Key Account Manager in his/her team;
• Business and results oriented;
• Experience in establishing and implementing sales targets and motivating people to achieve the targets;
• Management of priorities, well organized, the sense of urgency;
• Good external & internal contact skills, strong team player;
• Capacity to deal with much reporting and administrative work;
• Resistance to stress;
• Good command of English;
• Available to traveling;
• Ability in problem-solving and negotiation.