Senior Key Account Manager

Energizer Holdings; Turbigo; On-site; EUR 65,000 - 90,000; Full time

Benefits offered by this job

None

Job summary

Energizer Holdings is seeking a Sr Key Account Manager to drive profitable growth and coach the commercial team. Reporting to the Sales Director, you will build customer relationships at all levels and identify opportunities in revenue, growth profit, product distribution, merchandising, pricing and promotion.

You will work cross-functionally with internal teams to achieve business objectives, develop annual business plans, lead negotiations, manage P&L targets, and ensure best-in-class

Qualifications

• Minimum 6 years of experience in Key Account Management or Sales in FMCG.
• Proven track record with key corporate clients.
• Proficient in Italian and English (written and spoken).
• Strong communication with a results-oriented mindset.
• Proficient in MS Office; familiarity with Nielsen/IRI data.

Responsibilities

• Develop and execute annual business plans to meet Energizer goals.
• Lead negotiations and manage orders at local and central levels.
• Achieve sales and gross margin targets within assigned account portfolio.
• Provide forecasts and insights to optimize promotions and space.
• Cultivate wide relationships to position Energizer as best-in-class supplier.

Skills

Key Account Management

Sales experience

Italian & English

Negotiation skills

MS Office (Excel/PowerPoint)

Tools

Nielsen/IRI

Job description

The Sr Key Account Manager (Sr KAM) position, reporting to the Sales Director, is a key contributor in delivering profitable growth for Energizer and developing the commercial team through strong leadership and coaching. The Sr KAM also plays a critical role in building customer relationships at every level and additional business by strategically identifying and addressing opportunities of revenue, growth profit, product distribution, merchandising, pricing and promotion. The Sr KAM works cross functionally with internal teams to achieve stated business objectives.

Responsibilities

Universal Accountabilities

• Develop and execute annual business plans that efficiently achieves customer & Energizer goals/objectives
• Communicate industry and competitor developments and recommend adjustments in business plan and tactics to aggressively respond to changes; lead response execution
• Manage overall customer P&L and deliver financial targets

Specific Accountabilities

• Achieve net sales and gross margin targets within specific account portfolio and a financial year in line with annual and strategic objectives and budgets set by Head of Sales.
• Regularly review P&Ls performance against targets (GM, CC, ASP, …) and refine as necessary with local teams
• Lead and manage customer negotiations and orders when needed at local and central level in line with Company Guidelines. Through effective negotiation, maximize return on investment and margins, striving to grow sales.
• Lead & conduct annual negotiations with customers successfully and set up strategic business plans
• Ensure awareness and best execution of local and national agreements
• Cultivate & Manage “high and wide” relationships within these accounts to develop ENR mindshare in order to be considered as “best in class supplier”
• Feed‑in the whole organization with retailers insights to anticipate challenges and opportunities.
• Consistently use Category Management based customer proposals in order to achieve optimum share of space and promotional activity for all the brands.
• Provide Accurate Forecasts to the business.
• Manage promotional activity by owning the planning, delivery and post evaluation of promotions and recommending any improvements to deliver better return on future promotional investment.

Leadership Management

• Develop relationships & working practices with external customers and internal customers
• Drive the commercial team in alignment with the Sales Director to share his knowledge and expertise and help shape a stronger organization
• Category Management, FSF, and other services to get alignment and focus to exceed customer needs
• Coach and advise local FSF when needed to ensure best achievement of customers business plans.

May also perform additional duties as assigned.

What we are looking for

Required Skills and Experience

• Minimum 6 years of experience in Key Account Management or Sales related role with reputable FMCG companies
• Proven track record in building relationship with key corporate clients
• Proficient in written / oral Italian and English
• Confident, excellent in communication skills with a result-oriented mindset
• Proficient knowledge and use of MS Office (Excel & PowerPoint), Nielsen and/or IRI.

Preferred Skills and Experience

• First experience in team management
• Customer selling and contract negotiation experience needed
• Buyer background with a strong sales mindset will also be considered
• Proficient knowledge and use of Nielsen and/or IRI would be a must