该职位来源于猎聘 Our WHY is INVITING the WORLD to EXPERIENCE our BEST WATER BRANDS as well as PLANT BASED PRODUCTS.

We bring to life our iconic global brands EVIAN, VOLVIC & ALPRO. At the same time, we take care of bringing plant-based food and drinks reflecting our desire to offer a wider choice to all consumers, especially the growing number of ‘flexitarians’ looking to diversify their protein sources, and people with dietary constraints or preferences. We operate on a unique business model: partnership with local distributors. We work with more than 150 distributors, operating in more than 110 countries. The team behind it is no more than 100 people, with employees strategically based around the world. In fact, we are one of the most culturally diverse Business Unit in Danone with about 30 different nationalities located in over 20 countries. When you join us, you will be amongst like-minded individuals – ambitious and hunger for more, flexible & autonomous, resilient in the face of challenges & driving change, high-performers & team players. Every individual makes a direct impact to our business results.

We are Evian Volvic Alpro International (EVAI). JOB FAMILY Sales DIVISION/ZONE Evian Volvic Alpro International DIRECT REPORTING LINE China Sr. BDM OTG AREA OF ACCOUNTABILITY Geographical perimeter/countries: China MAIN RESPONSABILITIES 1/ Business Performance Management

• Manage Danone portfolio and provide detailed product request and forecast to facilitate supply work. Design pack x price x channel architecture to implement in the market
• Manage trade marketing campaigns in key customers and activate customers and consumers
• Develop and support sales operation and business processes, provide P&L analysis, sales FCST, inventory report, trade expense and ROI analysis, keep connection and cooperation with internal stakeholders, finance, legal, procurement, marketing.
• Monitor and drive the performance via Joint Business Plans with core distributor & customers.
• Arrange monthly business reviews and manage the relevant commercial relationships.
• Create and execute relevant promotional strategy.
• Implement fast any relevant global best practice and add any relevant China practices
• Accountable for forecasting and budget planning. 2/ KA Management:
• Strengthen business relationship with KA in OTG channel
• JBP management
• Find business opportunities in existing KA and implement
• Contract term optimization
• Routine business review & improvement plan 3/ TP Management
• Ensure the TP spending in OTG channel within expected ROI range
• Design promotion & activation plan under the TP guideline. 4/ Perfect Store (POS Execution)
• Close work with direct KA to ensure perfect execution in POS e.g. Pyramid of execution, 2nd display etc.
• Close work with
  
  

Distributor Manager to ensure perfect execution for indirect accounts

• Implement best practice & tools from central team e.g. hotspot tool. Drive DPB presence in hotspots
• Ensure promotions & activations can take place as expected, drive compliance in OTG Channel KEY INTERNAL & EXTERNAL CONTACTS Internal contacts:
• Hierarchical report;
• China Sales team
• China finance team
• China Supply Chain team
• China MKT/TMKT External contacts:
• Distributor
• Direct KA PROFESSIONAL EXPERIENCE
• 3-5 years working experience in FMCG company in KA Management
• Previous experience in OTG channel e.g. Cinema is preferred. ABILITIES &
  
  

COMPETENCIES

• Strong KA management skills, distributor management experience is a plus
• Professional understanding of OTG (Impulse) channel
• Relationship building & influencing skills
• Stakeholder management across transversal functions
• Negotiation skills EDUCATION
• University Degree. Masters Preferred. FOREIGN LANGUAGES
• Mandarin speaking & strong English is a must