Key Account Manager

Clorox Hong Kong Ltd; Hong Kong; Hybrid; HKD 500,000 - 900,000; Full time

Benefits offered by this job

Competitive compensation

401(k) program (US) / international

Health benefits

Flexible work environment

Learning and growth opportunities

Half-day Fridays

Job summary

Clorox Hong Kong Ltd is seeking a seasoned Key Account Manager to oversee key accounts, including Wellcome and other major HK retailers. You will develop sales strategies, manage budgets, and drive distribution and trade activation, partnering with cross-functional teams to maximize growth.

We seek a candidate with 4+ years in FMCG sales and Hong Kong key accounts, fluent in English and Cantonese, with Mandarin capabilities.

Qualifications

• 4+ years’ experience in FMCG sales.
• 4+ years’ experience in managing Hong Kong key accounts and E-commerce.
• University degree is required.
• Fluency in English and Cantonese; Mandarin understood or written.
• Proficient with MS Office, Nielsen and POS data.

Responsibilities

• Manage assigned key accounts in Hong Kong, driving growth and performance.
• Develop and execute sales strategies to achieve distribution, display and sales objectives.
• Oversee annual sales plans and activity for key accounts and distributors.
• Lead customer planning, ROI tracking, and budget adherence for trade funds.
• Provide reporting on forecasts, promotions and market insights.
• Collaborate cross-functionally to align channel and brand strategies.

Skills

Negotiations

Strategic selling

Persuasive selling

Sales planning

Category management

Communication skills

Analytical thinking

Financial acumen

Cross-functional collaboration

Microsoft Office

Education

University degree

Tools

Nielsen

POS data

Job description

Clorox is the place that’s committed to growth – for our people and our brands. Guided by our purpose and values, and with people at the center of everything we do, we believe every one of us can make a positive impact on consumers, communities, and teammates. Join our team. #CloroxIsThePlace

Your role at Clorox:

The Key Account Manager is responsible to manage assigned customer accounts, develop and execute sales strategies, objectives and action plans to achieve distribution, display and sales objectives. Oversee the annual sales plan and develop specific activities for key accounts and distributors to maximize coverage, sales, merchandising and distribution objectives towards the achievement of the mutually agreed annual sales target.

In this role, you will:

Customer Development ~40%

• Manage assigned key accounts (Wellcome or PNS etc.) driving sustainable growth and business performance
• Ensure effective channel management by maintaining an appropriate balance of business, resources, revenue, and opportunities across sales channels to maximize growth while minimizing channel conflict.
• Develop and maintain strong relationships with key customers and senior stakeholders. Serve as the main point of contact for strategic accounts.
• Gain a deep understanding of customers’ business objectives, challenges, and growth plans to identify mutually beneficial business opportunities.
• Lead the sales planning process by integrating channel strategies with Clorox brand strategies, including development of store activation plans, category strategies, customer priorities, and annual business plans.
• Develop, negotiate, execute, and evaluate customer business plans to meet or exceed sales, profit, and market share objectives while providing input into retailer category strategies.
• Monitor and maximize the return on trade spending budgets. Control the trade spending and maximize business opportunities.
• Facilitate excellence in daily business execution by planning, communicating, anticipating, measuring results consistently and implementing corrective actions or learnings.

Customer Planning and Management ~30%

• Establish clear financial performance metrics leveraging customer P&L and can plan and manage to budget. Enables profitable growth across categories.
• Responsible for trade funds management and associated tracking or reports to ensure the Trade Fund spending within budget. Evaluate the ROI of different campaigns. Provide accurate and timely reports such a sales forecast, demand forecast, promotion analysis, customer sell in/sell out data and evaluate market insight to maximize the sales.

Analytics and Category Expertise ~30%

• Collect and analyze market data from POS, Nielsen data and merchandising data to monitor the achievement of targets and recommend actions for improvement. Collect and analyze market intelligence to develop new insights and provide recommendations.
• Analyze competitors’ activities and consumer preferences to identify growth opportunities and sales strategies.
• Set AMPS (assortment, merchandising, pricing, shelving) target according to brand and channel strategies and well executed at retail level.

What we look for:

Requirements:

a. Years and Type of Experience:

• 4+ years’ experience within FMCG sales
• 4+ years’ experience in manage Hong Kong key accounts and E-commerce channel

• Preferable working experience in multi-national FMCG companies

b. Education Level/Degree:

• University degree required.

c. Technical Skills:

• Competency in all Microsoft Office applications (Excel, Powerpoint, Word), Nielsen, POS data.
• Technical sales skills including negotiations, Strategic selling, persuasive selling, sales call management, category management and category/product selling.

d. Managerial Skills and Abilities:

• Strong customer knowledge
• Creative business builder – proven ability to identify and develop opportunities
• Customer business planning
• Strong communication skills
• Cross-functional knowledge and Influence
• Leadership and Influence
• Analytical and Decision Making
• Critical thinking and problem solving
• Planning and Organizing
• Adaption and Flexibility
• Financial acumen

e. Other Languages Required:

• Fluency in English and Cantonese + written/verbal Mandarin

Workplace type:

Hybrid - 3 Days On-site, 2 Days WFH

Our values-based culture connects to our purpose and empowers people to be their best, professionally and personally. We serve a diverse consumer base which is why we believe teams that reflect our consumers bring fresh perspectives, drive innovation, and help us stay attuned to the world around us. That’s why we foster an inclusive culture where every person can feel respected, valued, and fully able to participate, and ultimately able to thrive. Learn more.

Benefits we offer to help you be well and thrive:

• Competitive compensation
• Generous 401(k) program in the US and similar programs in international
• Health benefits and programs that support both your physical and mental well-being
• Flexible work environment, depending on your role
• Meaningful opportunities to keep learning and growing
• Half-day Fridays, depending on your location