Ferrero is anything but ordinary. A family company with a truly progressive and global outlook. Home to iconic brands Nutella®, Tic Tac®, Ferrero Rocher®, Raffaello®, Kinder Joy® and Kinder Bueno®.
As the love for our brands continues to grow, so too does our global reach. Today, the Ferrero Group is present in 53 countries, and its products are sold in more than 170 countries.
Our continued growth in new markets presents exciting challenges for our people, alongside significant opportunities for career development and mobility.
We are looking for a Key Account Manager of our main customers. The position, which reports to the Account Manager Modern Trade, has the scope to develop the commercial relationship with the Customers for all contract negotiated and sales development activities through the CBP activities (promo plan, category projects...).
The role integrates for the main Customers the vertical management of the Sales Force working in the stores belonging to the contract negotiated.
He supports the Account Manager MT in defining sales strategies and is responsible for their implementation (objectives, programs, commercial actions and promotional policies, P&L) for the Customers in charge
Prepare and submit contracts for assigned customers.
Develop sales argumentation in collaboration with Trade Marketing / Account Manager MT, in accordance with the characteristics of the assigned customer
Agree with the customers the implementation of the promotional plan
Propose additional promotional opportunities and oversee implementation consistent with the Marketing and Trade Marketing guidelines
Share the key points of the strategy and the defined activity plan with the customers
Contribute to the solution of problems related to the assigned customer (e.g., promotions, deliveries)
Ensure alignment between budget management and business objectives
Propose forecast sales volumes
Follow the expense and performance monitoring guidelines
He defines the Merchandising budget for the area of competence, highlighting any opportunities / limits to consider in the estimate.
Performs the analysis of deviations between forecast costs and final costs, reporting any anomalies to the Account Manager MT
Provide information to the Account Manager MT about the activities and sales plans
Maintain a high level of contact with the trade to gain greater knowledge of the marketplace
Integrates with other Key Account managing other Customers to transfer the best negotiation and implementation practices implemented in the stores
Identify future growth drivers for assigned customers, suggesting :
Business priorities by category / store format / Specific actions to achieve sales targets / Highlight existing gaps in customer performance, causes and possible solutions
Design and implement solutions for specific performance issues (e.g., new initiatives, additional events, pricing)
Manage the credits of the assigned customers, working as an interface between the Ferrero Finance function and the customer
Creation of a Joint / Integrated Customer Plan
Responsibility on the Customer P&L, promotional levers and margins
PLANNING AND ACTIVITIES CONTROL
Increase customer engagement in planning for special business promotions
Building partnerships with the client for the continuous planning of promotional activities and customized events
Align and integrate marketing plans with those of the customer
Involving the customer in the realization of the POS layout / display
Collaborate with the client in optimizing the category
Optimize presence and assortment on check-out
Monitor and verify through direct sales force, the correct application of promotions and commercial conditions defined during the negotiations
Track and monitor our own pricing and that of competitors through direct sales force
Make sales forecasts for assigned customers
Monitor sales performance for assigned customers (e.g., sell-in, sell-out, returns, stock dynamics) and monitor costs vs. budget
HUMAN RESOURCES MANAGEMENT
Ensure effective management of assigned personnel to promote their engagement and focus on results
Accountable for evaluating people and development initiatives
Desired Background, Skills and Experience
Arabic Speaker, already resident in UAE, Good English
Evidence of passion, leadership and achievements in the role
Problem solving via innovation & creativity
Proven sales experience with a track record of meeting targets
Experience in category, customer or channel marketing
A demonstrable customer focused attitude
Good clear, concise thinker who is able to prioritize.
A strong communicator : written and verbal
Ability to work independently, proactively and as a team member
knowledge of the market and trade
Customer management / Customer development plan
Knowledge of sales channel
Promotional policies and techniques
Ability to interact effectively and directly with senior management
Ability to handle multiple assignments concurrently and meet tight deadlines
Excellent communication skills