Key Account Manager

Job description / Role

Key Account Manager - Doha

Main Purpose of the Role:
- Lead sales team to deliver customer sales objectives by category, deliver business objectives at POP, and align Nestl strategy with customer needs by developing mutual business opportunities.
- Maximize short and long term sales, profitability and build long term successful business relationships with customers to become the preferred supplier.

Key Responsibilities:
- Accountable for the achievement of the unit/customer sales growth targets by category.
- Ensure that core distribution, coverage and visibility objectives are met in his/her respective unit/customer.
- Ensure category plannograms, merchandising guidelines, rotation and new line introduction guideline implementations are based on business unit directions and the local situation.
- Develop, negotiate, implement & monitor Customer/Channel Business Plans in alignment with business objectives.
- Set strategic plans with Channel Manager/GBM/BDM/Trade Marketers and Regional Customer Business Manager for regional key account customers by category.
- Constantly work to improve the return on investment through the management of financial performance of Key Account Customers.
- Coordinate with Trade Marketers to ensure local promotions are consistent with Area/Unit/Category objectives and successfully implemented in the trade.
- Monitor customer business performance and jointly develop action plans to address any business opportunities.
- Plan, manage and optimize the trade investment for area/unit/channel.
- Responsible for maintaining an up-to-date Fact Book for customer trends and business dynamics.
- Responsible for forecasting sales volumes for Area/Unit (Part of Monthly Business Planning Cycle (MBPC) Process).
- Analyse area/unit/channel performance and recommend action to accelerate growth.
- To lead, manage, develop, and inspire the Field Sales Team and identify training needs.
- Develop and manage long-term effective business relationship with customers
- Ensure collection and financial reconciliation is made in line with Nestle set payment terms for his/her area/unit/channel.
- Accountable and responsible for the development of sales team via regular on-the-job training and field appraisals.
- Ensure strict adherence and compliance on all activities undertaken, including those taking place on trade, to the WHO International Code of Marketing of Breast-Milk substitutes and Nestle Instructions and local country codes. Ensure as well compliance with Nestles strictest requirements that Nestle marketing and sales personnel will not seek contact with, or give advice to pregnant women, or mothers of infants and young children regarding Infant Formula in their business capacity

Requirements

3-5 years experience in sales (At least 2 years experience in field sales, account management, business development)

Bachelor's Degree in Business

Bilingual (Arabic & English) is a must

About the Company

Nestle with headquarters in Vevey, Switzerland was founded in 1866 by Henri Nestle and is today the world's biggest food and beverage company. Sales for 2006 were CHF 98.5 bn, with a net profit of CHF 9 bn. We employ around 265,000 people and have factories or operations in almost every country in the world.

The Company's strategy is guided by several fundamental principles. Nestle's existing products grow through innovation and renovation while maintaining a balance in geographic activities and product lines. Long-term potential is never sacrificed for short-term performance. The Company's priority is to bring the best and most relevant products to people, wherever they are, whatever their needs, throughout their lives.