Key Account Manager - MM Mega Market Rạch Giá

MISSION STATEMENT

To increase sales, margin and frequency of regional Key Customers s/he is responsible for
throughout the year at the country level.

ROLES

• Responsible for large, single unit customers that exceed a given sales volume (to be determined by country), or
• For multi-unit customers that have to be developed and serviced across 2 or more MM Mega Market markets within the region.
• Responsible to identify potential customers, initiate, develop, and communicate specific offers related to product, price, service. Negotiate on behalf of MM all contract terms.
• Define requirements for each customer, then negotiate and verify within the company all contract terms that require adjustments in volume, products, product specifications, and services before final commitment is made to customer.
• Once contract is in place, responsible for maintenance of global assortment list with current, actual prices, and communication of all agreed terms to the individual stores (MM Mega Market markets).
• Partner with National Key Account Manager to develop customer specific products and service strategies. Define key account assortments by segment and customer file.
• Partner within Sales Force and Store Operations to communicate and service customer needs by store (MM Mega Market market).
• Partner within the National Key Account Manager to initiate and coordinate projects required for Key Account specific promotions and marketing efforts.
• Summarize and communicate Customer feedback in regard to products and services. Identify shortcomings, set up listening posts, conduct regular staff forums to gather feedback and information.
• Supports functionally the Key Account Specialists HoReCa of Store (co-visit, knowledge sharing etc.)

KEY RESULT AREAS

• Initiates and develop a customer specific strategy that focuses on:
– Understanding of customers, competitors, solutions
– Prioritization of potential targets by market
– Definition of business propositions: range, price, merchandising, marketing & communication by specific customer
• Responsible for the development of market/customer specific training/sales tools, required assortments and services in the individual markets.
• Develops strategies and tools for the Sales Force Department which can approach hotels and large restaurant operations on a professional level. Improve share of wallet and order frequency of key accounts with MMVN

WORKING RELATIONSHIPS

Internal
• Sales Force Team
• Key Account Horeca
• Delivery Team
• Floor Team
• Store Management
• National Key Account Manager
• Regional Sales Force Manager
External
• Customers
• Suppliers

Skills
• University degree and/or equivalent industry specific experience, preferably in the HoReCa wholesale trade or in a substantial position within F&B of major hotel/restaurant company; or
• Substantial experience within the company in customer management sales related services
• Excellent expertise and intuition in marketing, market development and the customer
• Excellent expertise in people management
• Entrepreneurial and customer focused, ability to quickly grasp and adapt to the MM Mega Market Cash & Carry business and how wholesale trading works
• A hands-on Manager with excellent communication and negotiation skills
• High ability to understand and implement strategies and concepts
• High expertise in Change Management and to align people to changes and new strategies
• Must be fluent in English (both written and spoken)
• Must be fluent in Vietnamese

Experience
• A minimum of 3 years of operational, management level experience within or related to the food & non food focused wholesale trade.
• Sales Force Manager promoted.

Seniority, age
• International/multi-cultural, mature personality

Personality type:
• High level of assertiveness
• Self-disciplined with ability to work independently and under stress
• Target and result driven
• Intrinsic motivation for customer care
• Strong analytical, conceptual and organizational skills
• Has an “out of the box” way of thinking (open for change, innovative)
• Entrepreneurial
• Energetic and driven with a real hands on approach to the job
• Open minded and charismatic
• Internationally mobile (willing to travel)

Leadership style:
• Excellent leadership skills with positive vision to lead without formal authority
• Strong coaching ability
• Enjoys to motivate and to develop people
• Acts as a role model within the management team

Cultural competence:
• International experience
• Ability to adapt to new culture and people
• Strong interest to learn about new cultures.

Team fit:
• Ability to build up, lead, coach and work with a team
• Ability to integrate him / herself into existing functions

- Laptop, 13th Payment

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