Key Account Manager Denmark

Mars; København; On-site; DKK 550,000 - 750,000; Full time

Job summary

Mars is seeking a Key Account Manager to drive profitable sales growth across Mars brands. You will lead negotiations, develop joint business plans, and manage shelf space, pricing and promotions with key customers in Denmark.

The role requires FMCG experience, retail account background, travel of about 10%, and a valid driver’s license. You will build strong customer relationships, ensure forecast accuracy, and partner with Marketing, Category Management and Demand Planning to grow Mars market

Qualifications

• Bachelor’s degree in Business Administration or equivalent.
• 5+ years’ experience in Sales or Marketing for FMCG.
• Prior Retail Account Management experience.
• Fluent understanding of forecasting, Nielsen and trade management.
• Willingness to travel 10% of the time.
• Valid driver’s license and clean driving record.

Responsibilities

• Negotiate terms with customers and set joint business targets.
• Negotiate listings, placements, shelf space and planograms.
• Plan and execute promotions and investments per Mars strategies.
• Develop plans to drive category growth and Mars market share.
• Collaborate with Customer Marketing, Category Management and Marketing teams.
• Ensure timely data sharing and forecast accuracy with Demand Planners.

Skills

Sales experience

Forecasting

Nielsen

Trade management

Travel readiness

Retail account management

Education

Bachelor’s Degree in Business Administration or equivalent

Job description

Job Description:

The Key Account Manager is responsible for achieving profitable sales growth at customers for the Mars business. This role is expected to maintain strong relationships & best execute customer plans that deliver objectives of; revenue, growth, profit, product/assortment, everyday shelving, merchandising, pricing, promotions, and merchandising.

What are we looking for?
Bachelor’s Degree in Business Administration or equivalent.

5+ Years’ experience in Sales, Marketing, for Fast Moving Consumer Good Industries

Prior Retail Account Management experience

Fluent understanding of forecasting, Nielsen and trade management

Availability to travel 10% of time

A valid driver's license and clean driving record

What will be your key responsibilities?

Customer & Channel Leadership

Apply the Mars collaboration standards to plan and conduct negotiations with customers in line with Mars defined strategies and plans in order to:

• develop joint business plans and setting joint business targets

• negotiate terms and conditions (e.g. turnover, distribution, campaign initiatives, fair share, logistics, etc.)

• negotiate listings, placements, shelf space and planograms

• execute activity/promotion plans and investments in line with Mars brand, category and channel strategies

• Develop and implement plans according to Strategic Customer Matrix to drive category growth and increase Mars market share

• Be the key source of information and knowledge regarding the account / channel internally and externally

• Drive Customer Engagement agenda with Customer-centric mindset
  

Category Expertise & Leadership

• Establish and strengthen Mars as a category captain

• Implement category leadership projects

• Build and maintain effective relationships with Customer Marketing, Category Management and Marketing Teams to ensure information flow to and from customer and to make shopper and customer insights operational

• Manage category share and planogram initiatives

Excellence in Physical Availability

• Drive share of shelf and assortment in close cooperation with the Category Manager

• Deliver availability and visibility both quantitatively (distribution, coverage, etc.) and qualitatively (placement, touch points, etc.) via close cooperation and communication with Field Sales

• Secure listing of defined promotional displays in order to secure effective promotional coverage for Field Sales

Skilled & Engaged Sales Associates

• Have a holistic mindset to drive Customer Engagement

• Be a collaborative Team player

• Share knowledge and best practice within the Team and on North Europe level

Sales Operating System

• Timely feed the S&OP process with accurate information

• Forecast timing and volume per subsegment and promotional activity to achieve accuracy leading to minimum out of stock and minimize stock level costs

• Forecast pipeline volumes for launches/re-launches in line with defined processes

• Overall responsible to validate account forecast in close cooperation with Demand Planners

• Responsible for account P&L, understand key drivers and handle the account budget

Global Sales Connectivity

• Ability to represent and drive the customer agenda internally and externally

Key KPIs

• Full Customer P&L

• Net sales increased yoy

• Promotional ROI

• Category Performance: Mars relative category growth at customer level

• Perfect Store Priorities

What can you expect from Mars?

Work with diverse and talented Associates, all guided by the Five Principles. Join a purpose driven company, where we’re striving to build the world we want tomorrow, today. A strong focus on learning and development support from day one, including access to our in-house Mars University. An industry competitive salary and benefits package, including company bonus.