Key Account Planning Manager [Modern Trade]

1. Develop customer strategy and manage team to execute strategic business plans effectively and efficiently in order to achieve PNC's strategic objectives i.e. agreed level of volume, value, profitability and market share.

2. Business Strategy: Customer Group Sales & Profit Plan

- Contribute to PNC MT strategy planning: Provide GKAM customer understanding including SWOT analysis (including so what?), and customer's strategic directions

- Propose & agree Customer annual plan with GKAM:

a) Sales & profit plan for sustainable growth & competitive market share

b) Market share

c) Trade spend budget and building blocks. The annual plans must be competitive, innovative and game changing to deliver sustainable long-term growth for PNC business in customer groups.

3. Customer Business Plans: The Customer Business Plan Development

- Develop individual customer business plan in the agreed process and standard format for relevant customer to achieve the agreed results

- Develop objectives by in store marketing driver for each customer aligning with company, category, channel and customer strategies

- Maintain customer profile for each customer for which individual accountability is held and within the agreed standard format. The profile must provide PNC the in-depth understanding of customers in developing leading edge & customer-centric plans.

- Develop and maintain a proactive contact plan with customer across all levels and functions.

- Develop insight-based exclusive customer in-store marketing mix and activity plans

- Regularly conduct business review both internally and externally.

4. The Customer Financial Plan

- Develop customer trade term in line with PNC trade term framework and conditions.

- Plan and manage customer budgets and P&L in line with channel & brand strategies and PNC national terms and customer terms & conditions.

- Choose the effective mechanics of PNC activity within the planned budget, and evaluate ROI.

5. Customer Volume Plan: Quality Sales Forecast

- Ensure team provide input to volume plan at brand / primary SKU level, highlighting customer based assumptions, risks, and opportunities

- Measure activity performance and highlight gap against customer target to reflect the accurate demand volume.

6. Communication for Action

- Consistently adheres to the communication standards set by the sales director.

- Communicate effectively to team and relevant functions within PNC and externally to deliver the business plan within agreed timeframe.

7. Market Intelligences

- Provide timely feedback and insight from market place as well as up-to-date performance analysis to business for proactive action

- On time submission of market report

- Actively contribute in the monthly team meeting with useful & actionable market intelligence

8. Effective Implementation of Customer/Channel Business Plan

- Detail the implementation accountabilities of agreed the customer business plan

- Develop and implement responses which are specific to the customer

- Accomplish the implementation of customer business plan in timely and effective manners

- Monitor the accuracy of monthly forecast plan, identify reasons for variations as well as propose actions to bridge the performance gaps

- Evaluate and provide feedback about the effectiveness of the plans.

- Education: Colleges, Universities (Business Administration, Foreign Trade, Economics), knowledge of business, marketing.

- Soft skills: Text editing, Internet, Communication, Record document.

- Professional skills: Negotiation skills with customers, management skills budget

- Experience: At least 5 years in business and distribution.

Qualities: Integrity, Discipline, Responsibility, Commitment, team spirit.

- KPIs
- Health Insurance
- Company trip, team trip

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