PURPOSE OF THE POSITIONTo strengthen the relationship/partnership with the key customers in order to drive more volume through the channel. Collaborate through trust with Sales Team, Marketing Team, Trade Marketing Team, Finance and Supply Chain Team and Distributor team.
RESPONSIBILITYAchieve agreed sales team target and distributor’s targetSet objectives and targets KPI for ASO (Area Sales Officers) to maximize productivityDevelop and execute monthly/quarterly and yearly customer plans (JBP)Manage the key accounts strategically and also with business orientationProduct Management (Forecast, Availability, Listing, Visibility, Shelf Share, Pricing)Update yearly contract with key customers (Trading Terms Agreement)Recommend and execute sales strategies for both off-line (MOFT) and on-line (E-commerce) channelsUnderstand and follow the competitive market situationMaximize customer service and take any necessary action to maintain same including the satisfaction of any customer complaintsIdentify and act on cost reduction opportunitiesSet up Standard Operating Procedures to service Key Account CustomersBuild and maintain good relationship with customers to maintain sound business relationships via regular meeting with the customers (joint business plan, business review etc).
Ensure compliance of team’s activities with HEINEKEN rules and guidelinesDrive in-store permanent visibility to ensure HEINEKEN offer premium experiences to consumerTrack shopper profiles and their path to purchase journey to identity channel strategiesProvide holistic channel dashboard to discuss channel growth activitiesSupport NKAM to develop ICP for the MOFT Channel and E-commerceEnsure market share performance at highest position by aligning with cross functional teams and influence customersEnsure to understand reading the data such as Sell In, Sell Out, Market Vol and Val Share & basket data.
Then, convert into decision makingRequirementsAny graduateAt least 3 years consultative selling experience, working in FMCG Field or Beer industryExcellent skills in Microsoft Excel, and Power PointExcellent interpersonal and communication skillsHas demonstrated effective commercial acumen in previous rolesHas demonstrated effective commercial acumen in previous rolesBasic understanding of category growth managementExperience in Key Account Management is a plusThe ability to lead the implementation of innovationWilling to learn and take extra work load and working under pressure. Self-motivation to meet and exceed goals and the ability to work in a fast-paced environment.
Excellent project and deadline management skillsHighly motivated, quick-learner, self-starterBusiness proficiency in EnglishMyanmar is a must
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