Senior Key Account Manager

Clorox Company; Hong Kong; Hybrid; HKD 600,000 - 900,000; Full time

Benefits offered by this job

Competitive compensation

401(k) program (US) or similar in intl

Health benefits

Flexible work environment

Learning and growth opportunities

Half-day Fridays (location permitting)

Job summary

Clorox in Hong Kong is seeking a Senior Key Account Manager to lead and grow assigned customer accounts, develop sales strategies, and deliver on distribution, display, and sales targets. You will oversee the annual plan and execute activities for key accounts to maximize coverage and profitability.

The role requires 5+ years in FMCG sales, HK key accounts experience, university degree, strong Excel/PowerPoint, and fluency in English, Cantonese and Mandarin.

Qualifications

• 5+ years’ experience in FMCG sales and managing Hong Kong key accounts.
• 5+ years’ experience in e-commerce and Japanese department stores is preferred.
• University degree required.
• Proficient in Microsoft Office (Excel, PowerPoint, Word) and data sources (Nielsen, POS).
• Strong negotiation, strategic selling and category management skills.
• Fluent in English and Cantonese plus written Mandarin; strong communication.

Responsibilities

• Manage assigned key accounts (including Wellcome, E-commerce, and JP department stores) and oversee total key accounts as needed.
• Own sales planning, integrate channel strategies with brand plans, and develop activation and category strategies.
• Develop, execute and evaluate business plans to meet financial goals and ROI of campaigns.
• Monitor trade spend and ensure spending stays within budget while maximizing opportunities.
• Provide timely reports (sales forecast, demand, promotions) and translate insights into actions.

Skills

FMCG sales

Key account management

Negotiation

Strategic selling

Category management

Sales planning

Analytical skills

Cross-functional collaboration

Microsoft Excel

Nielsen data

Education

University degree

Tools

Excel

PowerPoint

Word

POS data

Nielsen 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 Senior 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 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.), may oversee total key accounts, E-commerce channels and Japanese Department Stores depending on the level of experience.
• Owns the sales planning process – integrating channel strategies into Clorox brand strategies; Develops the store activation plans, category strategies, customer priorities, etc.
• Developing, selling, implementing, and evaluating business plans to meet or exceed financial goals. Provide input into retailer category strategy.
• Monitor and maximize the return on trade spending budgets. Control the trade spending and maximize business opportunities to ensure
• Facilitate excellence in daily business execution by planning, communicating, anticipating, measuring results consistently and implementing corrective actions or learnings.

Customer Planning and Management ~30%

• Establishes 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.
• Provides accurate and timely reports such as 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:
  • 5+ years’ experience within FMCG sales
  • 5+ years’ experience in manage Hong Kong key accounts, E-commerce and Japanese Department Stores
  • 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