Key Account Manager, Travel Market

Ferrero; Singapore; On-site; USD 60,000 - 90,000; Full time

Job summary

Ferrero International S.A. is seeking a Key Account Manager to drive sales in the Travel Market. The ideal candidate will have a strong background in FMCG, excellent negotiation skills, and a proven track record in account management. This role involves managing key accounts, analyzing performance, and developing strategic plans to achieve sales targets.

Qualifications

• Relevant experience in FMCG - Key Account, Field Salesperson or Merchandiser preferred.
• Market knowledge of travel retail and inflight considered a plus.
• Proven sales experience with a track record.

Responsibilities

• Manage and follow-up important accounts in Asia sales.
• Analyze customer performance and define future business opportunities.
• Negotiate contracts and promotional plans with customers.

Skills

Analytical skills

Negotiation skills

Stakeholder management

Proactive approach

Fluency in English

Fluency in Chinese

Education

University Degree in Business, Economics, Finance, Marketing or related fields

Tools

MS Office

Excel

SAP

Job description

Ferrero is a family-owned company with a truly progressive and global outlook and iconic brands such as Nutella, Tic Tac, Ferrero Rocher, Raffaello, Kinder Bueno and Kinder Surprise. As the love for our brands continues to grow, so too does our global reach. Represented in more than 50 countries, with products sold in more than 170, the Ferrero Group is loved by generations around the world. The secret to our global success? 38,767 dedicated employees who celebrate care and quality to craft a business, careers and brands we are proud of. Join us, and you could be one of them.

Diversity Statement

Ferrero is committed to building a diverse and inclusive culture in which all employees feel welcomed and appreciated and have the same opportunities. We believe all of our people are equally talented in their own way. In nurturing the curiosity and natural abilities of our employees, we provide them, generation after generation, the means to succeed personally and professionally, enabling them to craft their journey at Ferrero. The diversity of our talents is what makes our work environment multicultural, innovative and highly rewarding.

About the Role:

The purpose is to reach sales targets of the customers assigned, developing the Ferrero business with the Travel Market Key Accounts with a positive P&L, analyzing their performance, creating customer plans, following promotional implementation, negotiating with clients on contracts and joint business plans, managing the budget assigned and placing promotional orders.

Main Responsibilities:

Manage and follow-up important accounts in area and responsibility of 30%-50% (depending on final assigned accounts) of Asia sales

Give field support to key account coordinator APAC-MEA in key locations for the company

Carry out strategy that can vary by customer cluster, with a good understanding of the culture and needs of the designated area

Propose annual strategical plans and sales budget (volumes, trade spending, etc.) for the key accounts assigned

Monitor sales targets achievement on monthly basis and propose recovery plans in advance when trend is going negative, monitor and track the sellout trend and trade spend monthly

Initiate and collect novelties forecast from key accounts, monthly updating the forecast where necessary

Analyze current customer performance and define future business opportunities, develop customer-specific goals and strategy

Develops SWOT analyses and performance reviews by customer with a defined action plan by customer

Define and negotiate contracts with the customers assigned, negotiate with customers the annual / session promotion plan according to marketing plan

Provide support to trade marketing, specific sales arguments to achieve the strategic goals of the customers assigned

Negotiate implementation of planogram and position at central level, and provide support and guidance to sales field for local implementation

Keep trade spending within the guidelines established by the Ferrero commercial policy

Analyze trade spending and ensure the best return on investment, respect and improve the profit and loss by customer

Clearly communicate to Key Account Coordinators the agreements reached with customers and the action plan (promotions, etc.) to be deployed on the market

Monitor the actual in-store deployment, follow up and coordinate with key accounts to ensure local execution is aligned with defined plans and policies

Monitors sales, stocks and building blocks KPIs for the customers assigned

Maintain the assigned assortment through on time listing and code opening

Collects and analyze key account performances and market trends, prepare the necessary reports

Who we are looking for:

University Degree in Business, Economics, Finance, Marketing or related fields

Relevant experience in similar roles in FMCG - Key Account, Field Salesperson or Merchandiser experience is preferred

Market knowledge of travel retail, inflight, border shops, low tax area, railway retail structure is considered a plus

Proven sales experience with a track record, experience in category, customer and channel marketing

Strong analytical, account management, negotiation, and stakeholder management skills

Good understanding of the channel and customer planning, sales, field & merchandising processes, commercial logistics

Good numerical skills, fluency with numbers and data reading

Proactive and dynamic approach, responsibility, ability to work under pressure and meet deadlines, high result-orientation

Ability to work independently and collaborate effectively in a team, adaptability

MS Office knowledge, strong Excel skills, SAP experience is considered a plus

Fluency in English and Chinese; any other Asian language is considered a strong plus

How to be successful in the role and at Ferrero:

We encourage all our people to think creatively to set personal targets and objectives and push new, better ways to work. Employee contribution and engagement at Ferrero is based on the individual, team and organization dimension, so should have the ability to work independently, as a part of the team and be able to build proper relations with stakeholders at all levels. A demonstrable consumer-focused attitude and autonomy in managing relationships will help you in building your position among stakeholders and achieving expected sales outcomes.