• Philippines, Makati City
  • B2C - Customer Development / Shopper Marketing
  • Professional Job
  • Full-Time

Kurze Stellenbeschreibung

Deliver Annual Group Volume Budget, profitably and continually build the capability of the organization to deliver both terminal and key process objectives. The Key Account Group Manager, manages a group of account via the Key Account Managers/Account Executives as well as a cross-functional team to ensure Company objectives and Customer needs are aligned and achieved. He defines the strategic plans for accounts under his group aligning this with Company directions and leads in the creation of account business plans that include trading terms, trade spend via promotion, visibility programs and activations. BP also include operational efficiencies to improve Forecast Accuracy, service levels, on shelf availability, share of shelf as well as pricing. In addition to the plans it is the Channel Head’s responsibility to lead in the flawless execution of National canvass and local activities within his scope. The business planning process involve sharing of information with customers and coming up with joint KPIs and objectives. It is imperative that sensitive information is imparted to customers without necessarily giving out the Company’s overall strategy. He is also responsible in building the capabilities of his team by providing regular coaching in the field, regular meeting and enabling the team by providing necessary tools needed for their day to day work. It is required for the Group Manager to be in the field with customers and/or account managers 3 out of 5 days in the week


Major Area of Responsibility: Strategy Alignment

Activities: 1. Leads in alignment & deployment of all Channel specific strategies & processes to include Demand Creation, In-Store Visibility & Supply Chain processes 2. Supports Sales Key Accounts personnel in managing Internal Cross-Functional Customer Teams on strategic top-to-top partnerships with key customers. (Business Plans, Trade Terms Agreements and Execution.) 3. Leads in the alignment on Retail Performance Standards (RPS) on Distribution & Displays w/ all sales people under his management. 4. Leads in the manpower & resource planning and development of people in his team. (Manpower and Work Planning and Development; Career Planning, Performance Development) 5. Establishes Joint Scorecards with customers to ensure measurement, evaluation & implementation of corrective actions to achieve Joint Customer KPI.

B. Major Area of Responsibility: Supply Optimization

Activities: 6. Leads the implementation & follow-through of process to improve service level, OTIF and Forecast Accuracy on a going basis. 7. Leads in the Issue resolution work with Internal groups & Top Customers to drive superior service levels. 8. Establishes Common Scorecards to ensure measurement, evaluation & implementation of corrective actions when needed.

C. Major Area of Responsibility: Demand Creation

Activities: 9. Leads in the preparation, implementation, follow-through & evaluation of Annual Business Plans & Trade Terms Agreement in his/her group. 10. Works with Trade Marketing & Marketing in the development of tailored Shopper Centric initiatives & display materials that cater to his/her group. 11. Leads in the implementation, follow-through, monitoring & evaluation of all Canvass Priorities to optimize growth.

Classified – Internal use
D. Major Area of Responsibility: Capability Building

Activities: 12. Leads the over-all Training and development of his/her people. 13. Leads in the work process change, implementation and review of specific projects assigned to him. 14. Leads in the alignment of all Channel/Modern Trade Scorecards & Measurement Tools in his area.


To be a successful in this position, you are/have:

  • At least 5 years experience in consumer sales and account management
  • At least 3 years experience in Sales Management and Consumer Development

Must have knowledge and expertise in:


Sales Performance Management • Joint Business Planning • Leadership • Strategic Thinking/Planning • Project Management • Decision Mapping • Financial Management • Managing People/Organization Development • Customer Management • Customer Activation Planning • Strategic Selling & Negotiation • Excellence in Execution • Shopper Marketing

”What a thrill to have discussions with the experts, while we implement our strategy for butter. By working closely together, we create a whole new dynamic. ”

Aurelie Letortu - Marketing Manager

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