Key Accounts Manager – Off Trade

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Job Descriptions

Purpose of Role

  • Develop our brands in the assigned area to win share/beat competition  and deliver sales target
  • Manage the field sales team and build a talent pipeline of sales representatives and promotion staff
  • Grow customer satisfaction through collaboration
  • Build Diageo reputation in the market place : integrity, professionalism, network with influencers

Top Accountabilities

  • Plan and Delivery Volume target is Assigned territory
    • Work out detail plan on volume target broken down by SKU, by territory in collaboratitvework with other functions
    • Cascade down top line volume target to level of Field Sales Manager and Activation Reps and drive the team to achieve it.
    • Frequently monitor and update on actual volume sales to reflect on volume estimation as well
  • Manage WS on daily operation basis [ this is apply for one who is assigned to manage WS ]
    • Closely work with WS on stock management, order placing, depletion and promotion scheme.
    • Ensure WS comply with territory assignment
    • Solve any issue happened at operation basis.
  • Excute In store Activity/Program to ensure the best brand performance
    • Lead Activation team to ensure the basic in-store execution is in right and high standard which includes: product availability & visibility, 365 Essential Standard…
    • Implementation of all sales support activities at outlet level to drive for volume achivement, market shares, depletion and other brand performance
  • Team management and Team working efficiency
    • Build up team’s working plan on daily/weekly/monthly basic and follow up with that in order to drive team member toward business objective.
    • Collaboratively work with Sales Support System to work out call visit plan for each of team member to maximize the working efficiency of team.
    • Frequently review team’s work efficiency, update and revise working plan to ensure the best result of team.
    • Have own market visit plan to review/evaluate/feedback to work quality of the whole team in market
  • Market intelligent and Market feedback: capture and report on the market information that help company to react quickly
  • People Development
    • Incorporately work with Sales Capability Develop to carry out team member’s capability development.
    • Ensure P4G process in well embeded and executed amongsth the team. Effectively utilize that tools to review/feedback/evaluate and record team member’s performance.
    • Work with Sales Capability Manager to build up the training plan based on Assessment Result and P4G discussion outcome
  • Recruit  Influencers and B2B from Off-trade’s network and ensure loyalty
  • Contribute value in Influencers development and management, also channels development to WIN IN WHISKY including WIN IN GIFTING proved by volume growth, category development and market share on whisky

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