GROUP KAM SMALL FORMATS

GROUP KAM SMALL FORMATS (HG 18)

Role Overview:

• Achieves sales operational objectives for allocated customers as per strategic plans and reviews and contribute with sales information, insights and recommendations for preparing Limited assortment formats strategic plan;
• Motivate the team and individual team member to achieve the highest work standards and to improve their performance. Provide plans and solutions for improved team safety, wellbeing and efficiency;
• Manage a sustainable and profitable business development of customers within Limited assortment formats in an effective & efficient manner, in order to meet company’s expectations and to extract maximum value from the customer investment and ongoing opportunities;
• Actively involves in yearly negotiation scenario building & negotiation mandates consolidation; 
• Provides timely, accurate, market insights and recommendations to formulate Modern Trade pricing strategy and implement approved pricing structure on all company products, while striving to maintain maximum profit margin within Limited assortment formats customers;
• Responsible for growing/ preserving market share for company products in Limited assortment formats customers;
• Contribute and coordinate direct reports toward delivering sales financial objectives and forecasting requirements for allocated customers; prepares Modern trade annual budget in collaboration with the rest of Group KAMs; schedules affiliated expenditures (trade of terms, OpEx); analyses variances; initiate and supervise corrective actions.
• Contribute/ lead negotiation process for international customers at Regional/ International level (when necessary);

Responsibilities:

              Build and maintain strong partnership with customers; identify new customer opportunities:

• Directly manage major and critical developing customer accounts allocated, and coordinate the management of all other allocated customers with Limited assortment formats networks;
• Accountable for building mid/ long term sub-channel strategy with focus on increased business performance and improved profitability level for the allocated group of customers;
• Supervise and coordinate preparation of various customer investment scenarios (contract budget, trade marketing budget, TPR, merchandising budget), monitor performance and initiate corrective actions during the year, with the aim to increase ROI for customer spendings, to increase long-term customer profitability, while reaching all sales and market targets for UB.

              Regularly analyze customer and market trends and build plans based on insights:

• Analyze mid-term business trends from all internal sources (Insights, Marketing, Trade marketing, others) and incorporate insights and findings within Limited assortment formats strategy, with the aim to maximize UB performance (and potentially beer category within allocated customers);
• Regularly organize higher management/ExCo presentations, to present proposal and mitigation plans to improve/ secure mid-term business performance, based on customers trends, potential risks & market insights;
• Provides higher management with various analysis/ insights related to allocated subchannel, in a complete, relevant, effective and timely manner; (proactively or on request).

Limited Assortment Formats coordination:

• Monitor 5P's execution performance (including availability, pricing and share of shelf) and ensure risks and gaps versus plan are quickly & efficiently addressed and resolved;
• Develop efficient customer collaboration models and Joint Business Plans with allocated customers, with the aim to identify best solutions to secure proper share of shelf/ share of assortment;
• Keep close relation with associated management team from Limited assortment formats customers;
• Provide guidelines for customers plan building and track the implementation according to UB’s strategy (inclusively activation calendar,X+1 annual strategy and TPR allocation/ benchmarks);
• Track revenue performance for Limited assortment formats and initiate corrective actions/ mitigation plans to address all potential deviations;
• Supervise the level of execution of customer activities (by using internal reports, keeping permanent communication with Field Sales peers, performing frequent market visits, and others);
• Conduct in depth analysis in close collaboration with Trade Marketing & Marketing & Operational teams and build up action plans with the aim to deliver in a timely & efficient manner all Limited assortment formats UB objectives.

Customer Planning & Execution:

• Estimates customer sales at product level on short and medium term and timely& completely incorporate them into internal forecast;
• Analyze opportunities/gaps and propose the action plan and resources needed to achieve/ overdeliver the internal sales objectives;
• Negotiate and conclude with the customer the implementation of Activity plan and achievement of sales targets;
• Develop and lead specific projects at customer level (examples: category management - planograms, Non-Alco zone, cross category placements/ promotions, Gastro/ outside category placements etc);
• Organize regular review with Ursus execution team to understand efficiency and quality of store execution, merchandising services and others.

Team management and people development:

• Supervise & analyze performance of direct report in their daily activity, provides regular feedback and build development plans for each team member accordingly;
• Accountable for yearly performance process evaluation and calibration for own direct reports;
• Must build succession plan and transfer knowledge to team members to ensure effective capabilities development across the team;
• Ensures back-up capabilities are build for own role and for all team members;
• Ensures all team members effectively and timely act on internal requests and allocated tasks related to their role and responsibilities, in relation to cross functional processes. Leads by example;
• Role model in work ethics and internal processes/ procedures permanent compliance on the daily job.

Requirements (must have):

• Higher education – University Degree; Master is a plus
• English language – advanced level (written & spoken)
• PC Knowledge: MS-Office: Excel, Word, Power Point, Internet Explorer, various sales – related systems (SQL Jumbo, SFAs, and others)
• Minimum work experience required:
  • 7 years in FMCG various sales positions OR
  • 3 years in IKA (Senior buyer/ KAM)
  • 3 years in senior positions in Sales (RSM/ others)
  • 2 years in people management positions
• In-depth understanding of all Modern Trade networks and retailer’s local and international strategies;
• Driver’s license - B license and open to take on business travelling and market visits inside/ outside the country;        

Requirements (nice to have):

• Internation working experience/ assignments is a plus

We are committed to nurturing a workplace where we celebrate and respect difference, and support everyone to be true to who they are! At Ursus Breweries, part of Asahi Europe and International, we believe you can SHINE AS YOU ARE - no matter your age, gender, ethnicity, sexual orientation, disabilities, religion, or beliefs.  We want to support you to be courageous in your individuality and to know that whoever you are and whatever your circumstances, you can belong with us without having to conform.