Job Purpose:
Manage planning activities for assigned Modern Off-Trade accounts by developing customer business plans, promotions, forecasts and investment recommendations. Build strong customer partnerships and collaborate with KAM Operations and cross-functional teams to drive sustainable sales, profitability and category growth.
Key Accountabilities:
1. Customer & Commercial Planning:
- Develop customer plans based on shopper, category and market insights.
- Prepare inputs for Joint Business Planning and recommend growth initiatives.
- Monitor sales, profitability and commercial KPIs; identify gaps and corrective actions.
- Plan promotions and Digital & Omnichannel initiatives to support profitable growth.
2. Key Account Management:
- Build strong relationships with assigned customers and lead business reviews.
- Negotiate account-level commercial activities within approved guidelines.
- Recommend portfolio and commercial solutions that create mutual value.
- Resolve customer issues with relevant stakeholders and escalate risks when needed.
3. Cross-functional Planning & Delivery:
- Partner with KAM Operations, Trade Marketing, Marketing, RGM, Supply Chain and Finance to execute customer plans.
- Facilitate planning and performance reviews with clear actions and follow-up.
- Ensure effective collaboration between Planning and Operations teams.
- Track customer commitments and share key insights and best practices.
4. Forecast & Investment Management:
- Develop accurate sales forecasts using customer plans and market insights.
- Monitor demand, stock availability and fulfilment performance.
- Track commercial investments and evaluate promotion effectiveness.
- Prepare performance analyses and recommendations for stakeholders.
Requirements:
- Bachelor's degree in Business, Economics, Marketing or related field; MBA is a plus.
- Professional working proficiency in English.
- 5+ years of experience in Modern Trade Sales, Key Account Management, Commercial Planning, Trade Marketing or Category Management, preferably in FMCG.
- Strong experience in customer planning, promotional management, commercial analysis and cross-functional collaboration.
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