Key Account Planning Lead

The purpose of this position is to grow and build sustainable development in Modern Trade customers. Working closely with internal & external stakeholders to build good business relationships, and trade investment strategy to deliver the value and volume target.

1. Customer Strategy & Business Planning:

• Develop and implement assigned group of customers’ business plans in alignment with the company strategic Channel, Marketing and Category Plans.

• Monitor daily performance and suggest action plans to improve the results.

• Work closely with customers & internal teams for monthly master business activities plan & ensure perfect execution.

• Deliver deals closing with customers, negotiate contracts, and payment terms, responsible for receivables and revenue consolidations for financial reports.

• Conduct monthly, quarterly, and annual review meetings with customers, reconcile PRVN strategic plan and customer's business plan, prepare action plan for the year.

2. Budgeting & Control:

• Provide demand forecast for responsible customer(s).

• Assist in developing the annual A&P budget, set volume targets per store and new stores acquisition and deliver assigned sales target.

• Submit estimations of budget required to reach such targets and control implementation of approved budget.

• Monitor progress against objectives and develop plans to address variation versus Budget to optimize revenues and margin in assigned key accounts.

3. Key Account Management:

• Manage company’s relationship with assigned customers with an emphasis on developing new business opportunities.

• Assist in yearly negotiations of framework agreements with customers, negotiate and manage prices, trading terms, space utilization and new products, inventory, and monitor retailers, conduct in-store visit tours to check displays and detect opportunities.

• Establish strategic, cross-functional relationships and regular dialogue with key stakeholders, coach/train them and provide merchandising and business development recommendations.

• Follow-up operation works, solve issues (stock availability, deliveries, credit notes) to ensure achievement of sales objectives in assigned accounts.

• Organize and participate in the KAM monthly performance review meeting.

4. Business Information & Intelligence:

• Stay abreast on market, competition, retailers, and shopper’s trends ...to react quickly to the market trends and innovative competition.

• Coordinate with Commercial Planning Team to ensure periodical/ ad-hoc sales reports and market intelligence/insights relating to the region are available for BOM with accurate data.

5. Visibility and Activation:

• Secure visibility location through the POSM, Product display, etc. per chain.

• Oversee the effective implementation of all trade activities & activations.

• Work closely with the Trade & Brand Marketing team to develop activations to fit in with customers.

6. Internal & External Customer Satisfaction & Communication:

• Build strong relationships with Key Accounts to assist in the development of long-term PRVN partnerships, customer satisfaction and add value to customers to help build PRVN business.

• Build and maintain interdepartmental relationships to ensure smooth cooperation and effective internal quality across departments & units.

Education & Experience

• MA/BA Degree in Business, Marketing, Management, Economics, Finance.

• At least 8 years of experience in wine, beer, beverage or FMCG, including 3 years at management level

• Communicative English

• Proficient in office computing

Functional & Leadership Competencies

• Fluency in English, computer literacy

• Good communicative skills

• Analytical skill, decision-making and problem-solving skill

• Sales and negotiating skills

• Able to work under high pressure

• Fast adaptation to the job

• Confident and active

• Comprehensive understanding of the modern off-trade channel and customer management, laws, and regulations.

The Job Description reflects a true and accurate picture of the job as at the updated date.