Key Account Manager, Alstons Marketing Company

The Key Account Manager will be required to negotiate the Business Plans of assigned Accounts, to maintain and develop the Sell-In of company products, while ensuring AMCO’s KPI control and analysis.

Job Summary:

• The Key Account Manager will be required to negotiate the Business Plans of assigned Accounts, to maintain and develop the Sell-In of company products, while ensuring AMCO’s KPI control and analysis.

Job Description:

• To plan and develop the action plans, activities, and programs necessary to meet the zone’s/channel’s commercial objectives.
• To execute the sales process by taking inventory, reviewing sales orders, and filling out purchase orders for order entry, or sending the purchase orders by Mobile Sales, with the purpose of ensuring that they leave with the established amount and time.
• To ensure that the distributor compensation system improves our sales and coverage (DTT) results.
• To participate in meetings and negotiations with relevant channel customers.
• To prepare the corresponding reports with the information that is relevant to managerial decision making, in order to achieve the objectives.
• To show every distributor the sales and distribution indicators of the previous month on a monthly basis, as well as the plans and actions to be executed in upcoming months, by scheduling monthly meetings with each distributor where KAM, KC Demand Executives, and the customer’s staff are present, with the purpose of offering support to the sales units regarding topics related to sales and distribution.
• To show every distributor the sales and distribution indicators of the previous month on a monthly basis, as well as those of the action plans to be implemented, in order to improve the results in upcoming months by scheduling meetings with the objective of keeping the KC commercial teams informed about achieved advances.
• To guarantee the products’ utility margins through market behavior studies, in order to ensure the customer about their profitability.
• To maintain healthy inventory levels in the customer’s warehouses by controlling product excess and balances, with the purpose of ensuring customer satisfaction.
• To prepare a quarterly sales forecast on a monthly basis for the assigned customer group by maintaining the certainty level established by the company, with the purpose of complying with the company’s policies.
• To register the various products with the customers in order to support the introduction and positioning of new products in the market by maintaining the mix in the distribution channel.
• To prepare and control the promotional investment budget of his/her customers by updating all documents that support investments, with the purpose of offering a service that meets the customers’ expectations.
• To effectively manage the credit portfolio through analysis and collections, with the purpose of avoiding orders on hold and thus maintaining a portfolio within established limits.
• To coordinate with the distribution department the delivery hours and dates of the merchandise requested by the customer, with the purpose of ensuring timely and on time delivery with the defined amounts.
• To maintain adequate communications and relations media with the customers through periodic visits, with the purpose of analyzing the business’s behavior and keeping the proper commercial relationship.
• To identify the training and advice needs of the customers’ staff (wholesalers, distributors, and supermarkets) through periodic meetings, with the purpose of having a staff that is qualified and identified with the Company’s products.
• To plan the corresponding sales forecasts for the customers as well as for the sales reps by analyzing the statistical data and market behavior, with the purpose of establishing plans to achieve the objectives.
• To participate in meetings with merchandising supervisors, the sales force, Brand Managers, and customers, with the purpose of scheduling and developing product strengthening activities in the points of sales and following up on established processes.
• To follow up on price changes and new dynamics (special conditions). To validate the new conditions that will be in force with the customer’s contact and the Pricing SSC. Also, to verify the delivery dates in effect of every new price and discount, with the purpose of ensuring that invoices the same as the purchase orders requested by the customers.
• To actively participate and support the implementation of all improvement and development programs promoted by the company.
• To guarantee compliance with the established Quality Policy, where the job’s activities are aimed at meeting the customer’s (internal-external) and the end consumer’s expectations.
• Other tasks as assigned by the supervisor and that are essential for the position.

Education and Experience Requirements:

• Bachelor’s Degree in Business Administration with a Major in Marketing
• MBA Degree
• 4 years’ experience minimum in Key Account Management.
• Successful background in Business Results.
• Prior Sales experience related to the consumer industry.
• Proficient in Microsoft Office Software (Outlook, Word, Excel, PowerPoint)
• Presentation skills.
• Results Oriented – positive attitude about results and commitment.
• Analytical capabilities and the ability to apply new concepts.
• Ability to work in teams.
• Develop relationships.
• Effective communication.