Key Account Manager

JOB DESCRIPTION

Job Description:

Job Purpose

This position is responsible for managing key customers by conducting account planning, business review with customers, solving issues, driving and monitoring customers’ performance to achieve sales performance, excellence in availability and winning in visibility, and monitoring to ensure that the program criteria is well complied by customers to strengthen and maximize Mars portfolio Performance in selected area through in-depth Territory Management.

What You’ll Do

• Manage key customers by conducting account planning (sales performance by stores, product distribution, product by sub-category, new product list-in), analyzing data, conducting business review with customers, setting up tailor-made promotion, visiting stores and executing promotions through stores

• Drive and monitor sales performance, display, distribution and DSO to ensure all stores comply with Mars privileged program criteria by visiting stores, collect payment cheques and ensuring payment is paid by timeline, conducting store check and reporting, advising stores to align with the guideline, solving issues, improving store performance, and informing line manager to solve issues at a higher level

• Manage sales operations and coordinate with merchandizer team to ensure smooth operation at store level such as

• Conduct product check and FIFO to ensure product freshness

• Controlling and handling goods return to ensure that goods return is at the minimum

• Monitoring inventory by store to prevent out of stock issues

• Solving other operations

• Perform working activities according to business process by setting itinerary to align with priorities and visiting stores and perform sales tasks using call sequence and performing email-ordering, writing and submitting scorecard reports and market reports

• Manage trade spend and the overall profitability of key customers and utilizing sales analytics to identify opportunities for growth and to drive a profitable bottom line and also providing accurate and timely information to assist decision making

• Coach, provide support, guideline and recommendation to Merchandiser and driving business performance also include coaching, monitoring for new sales

• Build strong partnerships with key customers to engage customer & retailer to be the business partner with Mars

What We’re Looking For

• Bachelor’s degree in Sales and Marketing or related field

• At least 5 years working experience in sales representative role and experience in managing a key account in the FMCG industry

• Strong influencing, negotiation and presentation skills and Intelligent, achievement oriented and self-motivated with the desire to learn and grow with positive personality.

• Strong understanding of respective retail market environment – Traditional Trade, and B2B

• Proven track record of developing sales and customer relationships as well as developing and implementing trade initiatives

About Mars: Mars is a family-owned business with more than $50 billion in global sales. We produce some of the world’s best-loved brands: M&M’s®, SNICKERS®, TWIX®, MILKY WAY®, DOVE®, PEDIGREE®, ROYAL CANIN®, WHISKAS®, EXTRA®, ORBIT®, 5™, SKITTLES®, BEN’S ORIGINAL® and COCOAVIA®. Alongside our consumer brands, we proudly take care of half of the world’s pets through our nutrition, health and services businesses such as Banfield Pet Hospitals™, BluePearl®, Linnaeus, AniCura, VCA™ and Pet Partners™. Headquartered in McLean, VA, Mars operates in more than 80 countries. The Mars Five Principles – Quality, Responsibility, Mutuality, Efficiency and Freedom – inspire our 150,000 Associates into taking action every day towards creating the world we want tomorrow.

Commitment to Equal Employer Opportunities: Mars is an equal opportunity employer and qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.

A Note to Candidates Regarding AI Embracing AI as a vital skill for today and tomorrow, we welcome candidates to use AI to assist with your preparation as you engage with our recruiting process—from helping to perfect your CV/resume to using it to refine your interview skills. While AI can assist you, we expect that your ideas, responses, and demonstration of competencies throughout the recruitment process are authentically your own. We value genuine engagement and want to see the real you shine. At Mars, AI is here to support—not replace—the human connection at the heart of our recruitment process.

Note to Search Firms/Agencies: Mars, Incorporated and its subsidiaries and affiliates (Mars) do not compensate search firms for unsolicited assistance unless they have a written search agreement with Mars and the requisition is position-specific. Any resumes, curriculum vitae, and other unsolicited assistance from search firms that do not have a written search agreement or position-specific requisition submitted to any Associate of Mars will be deemed the sole property of Mars and no fee will be paid in the event the candidate is hired by Mars.