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Job Description:

Purpose of the Role:

Key account sales execution of key account Customer Plans in alignment with channel strategy and financial targets. Drive key account growth within the channel growth through sales and marketing execution and customer relationship management.

What you will be accountable for

Owned Accountabilities

• Deliver on Key Account financial commitments including sales, margin and price. Ensure sales forecast accuracy (QOR//MRE) and achievement of financial commitments; Operating Plan, Nett Sales, Gross Profit.

• Formulate and implement Customer Strategy and Plans; Annual and Quarterly for Key Account(s) within channel.

• Lead annual Customer Plans and Joint Business Plan (JBP) with top key accounts aligning targets and key initiatives. 

• Drives execution Distribution initiatives to deliver OP including ranging and distribution/market coverage, range reviews/POG, seasonal and promotional plan, field initiatives and e-Commerce programs within key accounts.

• Ensures implementation of channel portfolio strategy (including Golden Portfolios), priority programs and new products within Key Account(s)

• Own key account customer price attainment and rebates including commercial terms, negotiation and management.

• Revie and optimizes customer plans and performance at Monthly BPR, managing risk and closing gaps through Clawbacks.

• Manage Customer Incentive Plans including MDF optimization and claims management execution and process compliance.

• Owns key account customer relationship management including customer cross functional influencers.

• Analyse internal and external data, to identify growth opportunities and improve/optimise key account and Distribution initiatives. 

• Adoption of CBG operating model. Cross functional collaboration, teamwork and alignment between sales and marketing (communication, teamwork, relationships)

• Alignment to 3M cultural values and policies including respectful workplace and code of conduct.

Shared Accountabilities

• Pricing: Leads price execution partnering with category development marketing.

• Product Marketing: Provide input into NPI commercialization on portfolio relevance & financial opportunity to Channel. Plan portfolio execution for portfolio actions/deletions for channel.

• Channel Marketing: Ensure Channel and Customer demand generation activities & MDF are optimized to sustain the base and drive incremental growth for applicable key accounts.

• Field Execution – Partners with Field Sales Leader to optimize field execution and operations in selected Key accounts.

• Service and Supply: Partner with demand planners and Integrated Business Planner to ensure optimal inventory mix for channel to achieve ETF and drive customer service improvement.

Requirement

• Tertiary Education in Business or related highly preferred

• Proven track record of success as either a National Account Manager or National Account Executive within CPG or FMCG.

• Strong commercial, financial acumen and Net Sales management/responsibility

• Experience from retail customers desired

• Demonstrated ability to consistently deliver on targets

• Data analytics and decision making (internal and external data)

Location: North Ryde

Worker Type: Permanent

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