National Key Account Manager

Job description / Role

KEY JOB ACCOUNTABILITIES
• Under the supervision of the Commercial Director, build the joint business plan with the account(s). Contribute to the commercial vision by sharing account perspective, risks and opportunities.
• Build, accurately forecasts and achieve the account (s) results: turnover, market share, profit. Plan all growth drivers accordingly.
• Prepare and lead the Account (s) negotiations, escalating when relevant. Build the action plan to implement the Division and channel strategy. Ensure it execution and tracking down to store level and sell out. Suggest plan adaptation when needed.
• Act as the expert of his account to feed a retailer-centric account planning process, to ensure as much alignment as possible
• Builds a retailer specific development plan, and a compelling story to get retailer buying in. Build a deep customer intelligence and strong network with key stakeholders at the retailer's.
• Work closely with other departments (Supply, Catman, finance, marketing) Connect Account key stakeholder of all functions with their L'Oréal counterpart. Ensure the consistency of L'Oréal voices when speaking to the retailer.
• National Key Account Manager of Department stores reporting to the Commercial Director
• Based in Jeddah - covering all regions of KSA
• Will be working hand in hand with the sales team of all regions
• Responsible for planning and implementing the yearly agreed on activity plan with the accounts
• Very Sell-out oriented and detailed with high mentoring and focus on store level
• Good negotiator and team oriented
• Account Planning: Negotiating & Finalizing customer agreements & promo plans, share continuous business reviews, build maintain relationships, analyze stock in trade & customer performance to ensure excellent market execution and development of the brand and the customer.
• Build and achieve the sales targets and both qualitative and quantitative objectives set by the commercial director
• Control the sell-in and sell-out of customers under his responsibility, establish an activity plan with his manager, to grow the accounts/channel
• Act as the expert of the channels and accounts, ensure alignment with all parties as joint business partners. Have deep intelligence of the account's business and competition strategies (launches, animations, promos)
• Coordinate with all stakeholders related to the brands and functions supporting the brands/channel (supply chain, finance, marketing, trade marketing, regional KAMs and sales team) regularly to follow-up on the ground business.
• Identify opportunities and win new customers in accordance with the objectives set by the brand.

Requirements

PROFESSIONAL & TECHNICAL COMPETENCIES

MASTERS COMMERCE FUNDAMENTALS
• Activates Business Drivers
• Pursues turnover and profit optimization
• Stays up-to-date with market, consumers& competitors
• Builds on categories Shopper insight

DEVELOPS CUSTOMER CENTRIC BUSINESS
• Collects and connects comprehensive knowledge about the retailer
• Influences the retailer
• Builds retailers development plans
• Manages intermediate agent relationships
• Adapts brand distribution strategy
• Collaborates across functions

BUILDS SELLING PROPOSITION & NEGOTIATE
• Builds Selling story
• Sets negotiation priorities
• Conducts Win-Win negotiation
• Ensures compliance

MONITORS SELL IN & SELL OUT EXCELLENCE
• Forecasts business with accuracy
• Drives Point of Sales field execution
• Follows-up & controls
• Masters brand selling scenarios

L'ORÉAL COMPETENCIES
• Innovator
• Strategist
• People Developer
• Integrator
• Entrepreneur

About the Company

For more than a century, we have devoted our energy and our competencies solely to one business: beauty. We have chosen to offer our expertise in the service of women and men worldwide, meeting the infinite diversity of their beauty desires. We are committed to fulfilling this mission ethically and responsibly.