Key Accounts Associate
Main purpose: Ensures an effective implementation of key strategies and achieving strategic partnership with direct national key accounts within the assigned territory. Ensures consistent attainment of KPI Objectives (Key Performance Indicators) on Sales Volume, Accounts Receivables, Product Availability, Visibility and Accessibility, relevant channel coverage, new accounts development, Market returns management and distributor people development.
Start Date: 6/1/2025
Core Responsibilities:
GENERATING DEMAND:
• Consistently meets the territory's monthly, quarterly, and annual sales targets through effective KA coverage, and execution of activation programs.
• Achievement of all relevant KA Coverage and saturation targets
• Achievement of SKU distribution objectives by channel
• Achievement of picture of success on display standards
ACCOUNTS RECEIVABLE MANAGEMENT:
• Ensures distributor/account’s adherence with Calabria's credit term policy.
KEY ACCOUNT MANAGEMENT:
• Ensures KA compliance to the terms and conditions of the distribution agreement.
• Set and regularly review targets in line with the territory business development plans.
• Effective management of inventory, good warehousing practices, and sales recording of KA.
FIELD RESOURCE MANAGEMENT:
• Developing KA team through performance management, coaching, and mentoring.
EXECUTIONAL EXCELLENCE:
• Implement agreed activations in accordance with Calabria’s trade standards and SKU range distribution.
• Ensure appropriate KA coverage frequency and optimum customer service levels.
MARKET HYGIENE MANAGEMENT
• Ensures KA Good Warehousing Practices (GWP) and Good Storekeeping Practices (GSK) to keep market return levels within Calabria’s acceptable range.
TRADE RELATIONS MANAGEMENT
• Promotes and maintains collaborative and professional working relationships with the KAs and key trade partners in pursuit of common commercial objectives.
ASSET MANAGEMENT
• Responsible for the appropriation, requisition, recording, maintenance, optimization, and disposition of all trade assets deployed in their respective territory.
TRADE AND BUSINESS DEVELOPMENT
• Continuously attend to KA and key trade partners’ issues.
• Recording and submission of competitive information to NSM and TMM.
• Identifies business opportunities by recommending appropriate activation programs that will optimize his/her sales potential.
ADMIN
• Prepares and submits all required reports on time to NSM and TMM.
• Maintains current pertinent business-related information regarding distributors, sub-distributors and key trade partners.
• Prepares and Conducts regular business review with the regional distributor.
• Attends Business Reviews of its KA and key trade partners.
KPIs:
SALES:
• Sell-in (volume parameters: SKU, territory, distributor) vs targets
• Sell-out (volume parameters: SKU, trade channels, territory, trade outlets) vs targets
OUTLET COVERAGE & DISTRIBUTION:
• SKU, trade channels, territory, KA, trade outlets vs plan
ACCOUNTS RECEIVABLE MANAGEMENT
• Overdue vs Current accounts ratio vs standards
• A/R Ageing vs standards
MARKET RETURNS
• Zero market returns
TRADE STANDARD MANAGEMENT
• Number of pictures of success execution vs plan
ACTIVATION
• Number of successfully* executed trade activations.
*Successful = On-time execution, fully stocked with appropriate SKUs, effective brand communication, achievement of activation metrics
Skills & Knowledge: