Key Account Manager - PL & e-Commerce

Ontex DE; Corby; On-site; USD 53,748 - 107,497; Full time

Job summary

An established industry player is seeking a dynamic Key Account Manager to join their Commercial team. In this pivotal role, you will manage strategic retailers, enhancing customer satisfaction while maximizing sales opportunities. Your expertise will drive growth and profitability, requiring strong analytical, negotiation, and interpersonal skills. This position offers the chance to collaborate with various internal teams and external stakeholders, ensuring successful execution of account plans. If you are passionate about building relationships and delivering results, this is the perfect opportunity for you to thrive in a fast-paced environment.

Qualifications

• 3-5 years experience in FMCG and Sales Account Management.
• Strong analytical and negotiation skills required for success.

Responsibilities

• Manage strategic retailers and maximize sales opportunities.
• Deliver sales and margin targets while ensuring customer satisfaction.
• Develop and maintain positive relationships with accounts.

Skills

Analytical ability

Presentation skills

Negotiation skills

Interpersonal skills

Communication skills

Education

Bachelor's degree in Business Economics or Business Administration

Master's degree in Sales or Sales and Marketing

Tools

Customer databases

Job description

To reinforce our Commercial team we are looking for a Key Account Manager - PL & e-Commerce.

The purpose of a KAM is to manage one or multiple strategic retailers by developing a good and long-term working relationship, enhancing customer satisfaction and maximizing the sales opportunities and profit for Ontex within them.

What is the scope of the job?

1. Deliver the sales and margin targets set by the annual budget.
2. Ensuring maximum service satisfaction for the customer.
3. Ensure delivery of sales and margin targets in line with those agreed in the annual budget process.
4. Optimise profitability at all levels.
5. Ensure accuracy of forecasting and informing the business of any needs arising.
6. Manage and control all A & P investments and strive to ensure Ontex gets value for money for all promotional support given to the customer.
7. Ensure that A & P expenditure is reported monthly to the SKAM or Sales Director to ensure that it is kept within the agreed levels and also being accrued effectively by finance.
8. Proactively seek ways of increasing sales through promotion and brand building activity – working as a team with customer, Technical KAM and Ontex Product Management team.
9. Conceive and help implement range changes and merchandising based on best practices at minimum cost impact.
10. Maximise return on promotional activities and measure and report on the effectiveness of all promotion investments where applicable.
11. Develop Ontex business at levels significantly above overall growth rates for accounts in all categories.
12. Delight accounts with innovation and product development.
13. Hold regular quarterly reviews in order to report against plan and introduce new initiatives to drive the business forward for accounts and Ontex and organize bi-annual “summit meetings”.
14. Liaise directly with merchandising to ensure implementation of accounts Own Brand plans are performed successfully.
15. Introduce range changes successfully.
16. Minimise stock holding throughout the entire supply chain through effective communication.
17. Build and maintain relationships throughout the account business – not only with the commercial team, but also Technical, Marketing, Supply Chain and all other disciplines.
18. Ensure 100% accuracy in the pricing file and the way that it is administered.
19. Take responsibility for payment to agreed terms.
20. Keep in touch with all market developments both on price and product.
21. Become an acknowledged expert in Ontex products, categories and customers.

What am I expected to deliver and what are my main tasks? (Day to day)

1. Drive growth within your accounts.
2. Develop and follow up the Key Account Plans/OGSM to ensure there is a strategic plan in place for the future.
3. Manage all aspects of the commercial negotiations and sales development to help maximize sales and profitability for both Ontex and customer.
4. Develop and maintain a positive relationship through being the main contact for customers.
5. Prepare effectively for customer meetings and ensure regular meetings with the customers to maintain/develop the customer relationships and business plans.
6. Summarise all meetings with a visit report with key next steps/actions to ensure effective communication.
7. Keep working capital under control (Forecasting accuracy and overdues follow up) to improve efficient ways of working.
8. Analyze the sales evolution vs. internal targets and benchmark the market trends.
9. Reporting customer sales evolution, news and updated KA plans internally to effectively align all teams.
10. Work closely with the account PM and other areas such as the Category Managers to execute plans effectively.
11. Support the sales director when applicable and execute tasks that they are unable to carry out or when they need assistance from the Key Account Manager(s).

With whom do I need to collaborate to get the job done?

1. Internal colleagues in Product Management, HC Marketing, Supply Chain, Category Management, Technical management, Group functions, Finance, Production and Quality.
2. External stakeholders in the customers (buying, marketing, stock control, technical, merchandising and quality).

How complex are the situations I’m dealing with, and how do I solve problems?

1. Maximising the mix of several product categories in which Ontex manufacture and achieve a good distribution of SKU’s for each of these categories.
2. Internally, effectively manage the different resources and departments available within the company.
3. At times, deal with internal decisions that can be in the opposite direction of the customer demands.
4. Work under pressure and manage customer crises such as product recalls.
5. Understand and respect market coherence which might conflict with customer requests.
6. Work under supervision of a SKAM or Sales Director, while being proactive in strategy development.
7. Understand and work closely with the Category Manager to gain insight into customer data.

What do I need to be successful in this job?

1. Educational Requirement:
   - Bachelor's degree (preferably in Business Economics or Business Administration)
   - Master's degree in Sales or Sales and Marketing is valuable
   - Graduate calibre experience
2. Prior Experience:
   - Minimum of 3 to 5 years in FMCG
   - Minimum of 3 years in Sales Account Management
   - Experience in hygienic disposables markets is an advantage
   - Experience in the private label market is an advantage
3. Technical Skills:
   - Analytical ability – PC literate and able to crunch numbers
   - Presentation skills
   - Negotiation skills and tactics
   - Use customer databases to analyse sales where applicable
4. Core Competencies:
   - Language: Fluent English (additional languages are advantageous)
   - Strong interpersonal and influencing skills
   - Excellent communication skills
   - Must be liked and trusted by the team
   - Diplomacy to handle conflicting interests
   - Organised and structured
   - Creative
   - High level of business acumen
   - Ability to relate work to Business Strategy.

Interested in your next step at Ontex? Do not hesitate to apply!