Head of Key accounts

Our client is an international FMCG company with the distribution in more than 80 countries on 5 continents. Company is growing its business expanding to new markets, launching new products and implementing efficient sales teams.

Due to reforms in Sales Department, our client needs to attract experienced and motivated candidate for Head of Key accounts position. Potential candidate should be strong enough to improve Key Account department in order to increase sales volume in premium segment without losing regular product and growing marginality in Modern Trade channel in Ukraine, and be ready for further promotion to regional level.

Duties and responsibilities:

• Implement company's strategy in Key customers and translate the company's strategy for Key Accounts to meet sales volume, margin and other KPIs
• Develop sales strategy and commercial policy for KAs
• Develop and implement structure of KA department
• Manage team of KAMs, ensure that they are hired, trained, and motivated to reach their targets
• Prepare, confirm and ensure implementation of promotional and marketing plans for KAMs
• Participate and negotiate all commercial conditions with biggest KAs, controls smaller KAs via his subordinates
• Develop and maintain key contact in National KAs
• Control necessary tactical process like annual negotiations, listings, promos to increase the position of client's products in each outlet level
• Responsible for introducing P4P contracts for each KA
• Maintain effective internal communication with other departments
• Work in close cooperation with Marketing and Trade marketing departments to ensure best implementation of company's marketing programs and plans within KA department
• Organize, implement and control projects, BP preparation that are related to KAs (category management, trade marketing, promo plan, profitability etc)
• Monitor market information related KAs and competitor activities and ensure that the appropriate responses are developed to any perceived threads for the business
• Ensure proper execution and control of financial procedures of the company at the assigned group of clients (debt control, payment discipline of KA etc)  
• Collect in cooperation with Analytics department necessary market and KA information

Requirements:

• Sales experience in KA Head or GKAM/Sr KAM role
• People management experience 5 + people
• Experience in international company
• Experience in Negotiation with Big Key accounts
• Experience of building strategy and commercial policy for KAs development
• Experience of working with KA at the HQ or regional level will be advantage
• Strategic thinking
• Proactive personality eager to act and to achieve
• Superior Negotiations skills
• Analytical thinking
• Ideal candidate should be able to manage and inspire the team and to share his experience to other people in his team. Good coach and mentor for the team
• Mature enough to negotiate with TOP Decision makers
• Strong presentation and persuading skills

The company is the market leader in its segment. This is a unique opportunity for an ambitious professional to take part in building a strong international company. At the same time, this position assumes activity and responsibility for making such decisions. Simultaneously with many areas of further development in and outside Ukraine.

In addition, our client offers a competitive remuneration package, which consists of fixed salary + annual bonus and a comfortable car.