Key Account Manager

At HEINEKEN, we ignite the moments that bring us together, create bonds that are unforgettable, and brew the joy of true togetherness to make the world a better place. Our dream is to shape the future of beer and beyond to win with consumers, and we are entering an incredible next era of innovation and expansion in the beer industry.

As we reimage the future of beer with HEIENEKEN’s EverGreen balanced growth strategy, we would love to have you as part of our team to bring the joy of true togetherness to our people and consumers.

An exciting opportunity has come up for a Key Account Manager. In close collaboration with the Head of Off Trade, they Key Account Manager is responsible for driving sustainable growth across assigned Modern Off Trade Accounts, including super/hypermarkets and e-retail platforms. This role owns end-to-end commercial of the accounts, spanning business planning, budget preparation and control, contract accounting and negotiation, in-store execution, promotional strategy and online conversion, with key aims to increase sales volume, profits, market share and contract fulfillment.

MAJOR ROLES \& RESPONSIBILITIES:

1. Own full commercial performance of the assigned accounts by developing and executing winning Joint Business Plans (JBPS) aligned with company and customer priorities.
2. Drive volume, revenue, and share growth to achieve monthly, quarterly and annual targets through strong planning, stakeholder management and execution.
3. Build and maintain strong, influential relationships with buyers and key decision makers at all levels in the assigned customer base.
4. Conduct regular account performance reviews with actionable recommendations utilizing all available data sources; negotiate promotional slots and trading terms.
5. Develop in-depth understanding of the needs of customers and the strategy and tactics of competitors; provide analysis and interpretation of this intelligence to formulate sound strategy and tactics; target key opportunities and tailor value propositions to establish differentiating plus sustainable advantage.
6. Consult with/advise Operation team on the business performance of their key accounts. Identify changes necessary to correct deficiencies in performance and/or opportunities for improvement of sales performance and drive excellent in-store execution.
7. Collaborate with the Trade Marketing team to develop and execute winning strategies and promotions for all assigned accounts.
8. Prepare accurate forecasts in conjunction with supply chain on a regular basis and monitor and manage changes to the forecast to ensure strong availability and forecast accuracy.

REQUIREMENTS:

1. Degree in Business Administration/Studies, Commerce or Management
2. At least 3 - 5 years of diverse experience in all aspects of sales and sales management, including distribution channel management, key account development, business planning and analysis, and brand building. Demonstrated success in managing high-level commercial relationships. Experience managing both brick-and-mortar and e-commerce platforms is a strong advantage.
3. Clear understanding and knowledge of the business, industry, competitors, customers and business practices to exploit all available business opportunities.
4. Strong commercial acumen and negotiation skills
5. Excellent communicator who can handle difficult business situations well and represent the sales organization both inside and outside the organization in a professional and ethical manner.
6. Ability to demonstrate energy, sense of urgency, focus and follow through that deliver high quality results.
7. Committed to strategic business decision-making, exceptional analytical thought process and business acumen
8. Good flair for numbers and a bias for action
9. Excellent negotiation and communication skills, including listening and questioning skills
10. Excellent interpersonal skills using leadership, tact, patience and courtesy
11. Ability to inspire trust and confidence in others
12. Excellent analytical and problem-solving skills with the flexibility to adjust quickly to changing market dynamics
13. Strong leader who can build, manage and generate enthusiasm through personal example
14. Strong conflict resolution and/or mediation skills
15. Strong desire to continually improve work processes, systems and deliver against agreed objectives
16. Strong team player able to balance personal achievement with team results
17. Resourceful and creative in overcoming constraints to achieve performance objectives.