To achieve the ambition, we have set for ourselves, we are looking for colleagues who are ready to live our ethos every day. Come be a part of this journey!
BAT INDONESIA IS LOOKING FOR A KEY ACCOUNT MANAGER
SENIORITY LEVEL: Management Level
FUNCTION: Trade Marketing & Distribution Office
LOCATION: Jakarta, Indonesia
ROLE POSITIONING AND OBJECTIVES
Develop and implement account plans in accordance to the trade marketing & distribution strategy.
Build strong relationship with Key Accounts to ensure execution of Account Plan
Reports to: Head of Customer Management
Geographic Scope: Local
WHAT YOU WILL BE ACCOUNTABLE FOR
- Define a medium and long-term strategy for key accounts with a clear understanding of their decision-making processes, strategy and expansion plans
- Develop and implement a key account plan in order to maximise volume, profit and share performance
- Develop and maintain business relationships/ partnerships with key accounts
- For each key account:
- Define objectives (e.g.: increase share by 10%)
- Recommend approach (e.g. delivery frequency, call frequency)
- Define merchandise policies (e.g. type of product dispenser)
- Define retail planogram guidelines
- Define customer trading terms (e.g.P4P, P4C, etc) in the commercial planning
- Ensure objectives in terms of availability, visibility, volume, margin, quality and customer price of products are achieved for key accounts
- Jointly develop trade programmes and business review with Distributor and Regional Managers to meet objectives set for key accounts’ outlets within regions
- Assess business performance of BAT and competitors in key accounts in order to enhance effectiveness of developed trade programmes
- Provide directives to distributor regional teams to ensure agreed service level with key accounts
- Manage budget for trade programmes developed for key accounts
- Propose goals and KPIs for key accounts and track ongoing results
- Minimise commercial risks
- Gather/ generate innovative ideas for enhancing trade programmes and develop innovative approaches for key accounts
- Identify and develop business opportunities in strategic accounts
Internal:
- (Sales Planning) - Responsible for forecasting sales volumes for KA Channel
- (M. Finance) - Manage account budget & collaborate with Marketing Finance to define account budgets agree spend objectives and track spend on quarterly basis
- (Brand)- Coordinate with brand to ensure marketing investment are consistent with objectives and successfully implemented in the trade. Provide insights around key accounts to Brand Managers in the development of brand programs
- (DSI) Work closely with DSI to provide KA market insights
- (Business Development) Co-operate with BD to define merchandising standard by channel of each Key Account. Assist in the development of POP material specific for key accounts, Including optimizing the trade investment for area/unit/channel
- (Trade) Accountable for the achievement of volume and market share target . Align key account programs with corporate volume and share objectives
External Engagements (KA) :
- Manage, Negotiates Trading Terms and build strong business relationships with Modern Trade ( Review and negotiate contract renewal)
- Engage with Account mid to Senior Leadership.
- Prepare and conduct business review with accounts
- Develop and agree joint customer business plans with accounts to deliver agreed trading terms, volume, profit, and market share
- Set strategic plans with BD and distributor manager for regional key account customers by category.
- Co-operate with Distributor team to achieve targets of share and sales volume by key accounts.
- External Engagements (MD) & Field Engagements
- Ensure category planograms, merchandising guidelines, rotation and new line introduction guideline implemented.
- Strong knowledge, experience and understanding of FMCG business model especially for Key Account Management in FMCG sector .
- Experience in handling large accounts such as alfamart or indomaret will be a plus point
- Strong analytical, customer relationship and negotiation skills
- Ability to operate independently whilst being results-oriented
- Should have a Bachelor’s / Masters or an equivalent degree
- Commercial acumen thinking
- Demonstrate strategic thinking & right level of attention to detail.
- Good communication and presentation skill to influence Internal and external stake holder.
- Acknowledged and proven verbal and written communication skills
- Ability to maintain a high level of professionalism and confidentiality
- In-depth understanding of long-term business imperatives
- People management skills & Ability to manage pressure
- Good organizational and project management skills
At BAT we are committed to our Purpose of creating A Better Tomorrow. This is what drives our people and our passion for innovation. See what is possible for you at BAT.
- Global Top Employer with 53,000 BAT people across more than 180 markets
- Brands sold in over 200 markets, made in 44 factories in 42 countries
- Newly established Tech Hubs building world-class capabilities for innovation in 4 strategic locations
- Diversity leader in the Financial Times and International Women’s Day Best Practice winner
- Seal Award winner – one of 50 most sustainable companies
Collaboration, diversity and teamwork underpin everything we do here at BAT. We know that collaborating with colleagues from different backgrounds is what makes us stronger and best prepared to meet our business goals. Come bring your difference!
British American Tobacco