Mondelēz International Job - 29783913 | CareerArc
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Company: Mondelēz International
Location: Sucat, Philippines
Career Level: Executive
Industries: Food, Beverage

Description

Mondelēz International, Inc. empowers people to snack right in over 160 countries around the world. We're leading the future of snacking with iconic brands such as Oreo, belVita and LU biscuits; Cadbury Dairy Milk, Milka and Toblerone chocolate; Sour Patch Kids candy and Trident gum. Our 90,000+ colleagues around the world are key to the success of our business. Great people and great brands. That's who we are.

Join us on our mission to continue leading the future of snacking around the world by offering the right snack, for the right moment, made the right way.

Reporting to the Key Accounts Manager, the Key Accounts Assistant Manager (hereinafter referred to as ”KAAM”) is directly responsible for delivering the Volume, Revenue, Accounts Receivable, Distribution, and Visibility targets for all Retailer Customers under the Territory Distributor (hereinafter referred to as “TD”) assigned. He/She also ensures implementation of trade initiatives or Customer-Specific Promotions to achieve his/her business objectives.

The KAAM implements the action plans defined by his/her KAM. He/She ensures implementation of these plans at a designated time frame. He/She cascades these activities and programs to the TD's sales representatives and merchandisers for implementation.

He/She is directly responsible for managing the business of the TD as well as house account(s) assigned to him/her. This can be single or multiple accounts.

PRINCIPAL ACCOUNTABILITIES

Volume, Revenue, Accounts Receivable

• Is accountable for delivering against planned revenue and volume (shipment, in-market-sales, hereinafter referred to as “IMS”) targets by focusing on the TD's Key Performance Indicators (hereinafter referred to as “KPIs”) and sales drivers
• Implements trade activities and programs to ensure delivery of volume and revenue targets.
• Develops and implements TD specific programs to supplement national or region sales and marketing initiatives.
• Sets and cascades goals for each TDSR and monitors their performance on a regular basis, i.e., daily, weekly
• Ensures collection of payments and application of credit memos
• Is responsible for monitoring TD payments and managing Accounts Receivables
• Implements plans and programs necessary to deliver revenue and volume targets for the assigned area
• Flawlessly executes cycle initiatives and New Product Development initiatives
• Managing house accounts, utilises customer insights to identify revenue opportunities
• Identifies potential gaps, communicating those gaps and recommending possible solutions
• Ensures timely submission of claims and resolution of disputed claims
• Manages trade returns
Planning
• Conducts Joint Business planning with TD to ensure that plans are compatible with the Company directions to support common goals
• Plans and recommends appropriate personnel and logistics resources/TD structure to effectively deliver agreed plans while maintaining viability of the TD
• Conducts Cycle meetings with TD/TDSRs to ensure clarity of targets, processes, and game plans
• Conducts monthly, weekly, and Daily PDCA (Plan/Do/Check/Act)
• Develops and implements the Customer Business Plan that is aligned with the channel objectives and country plans
• Aligns Cycle initiatives / objectives with TPA during Monthly meetings
• Owns the joint business development process with assigned customers
• Managing house accounts, implements consumption-driven and visibility plans aligned with customer strategy
• Clear aligns plans with retail customers and other company functions

Trade Fund Management
• Is accountable for effective spending of trade funds allocated to his/her assigned TD to achieve optimal results
• Develops by-monthly grid that outlines promo activities with the TD or its key accounts
• Is accountable for control and responsible for TD's trade fund spending within budget
• Ensures timely closure of programs and liquidation of funds
• Supports Trade Marketing with input to determine effective trade spending for the TD
• Executes trade programs defined by the KAM
• Is responsible for validation and timely submission of TD's trade spend claims and resolves discrepancies
• Is accountable for spending within approved budget
• Is accountable for creating effective Activity grid for assigned Key Accounts
• Effectively plans, executes, and tracks trade funds as it relates to assigned customers
• Partners with CP&A to develop sustainable and unique programming to foster growth aligned to Customer Business Plan
• Is compliant with trade spending policies
Distributor Management and Route to Market
• Achieves widest reach (depth and breadth of coverage) following Coverage Norms
• Sets up optimum TD infrastructure (people and logistics) necessary to deliver coverage objectives
• Conducts regular fieldwork with the TD sales representatives to ensure that all agreed cycle initiatives are executed well
• Enables and energizes the TD organization to deliver results
• Tracks and assesses TD's performance against the TD KPIs on a daily/weekly basis

Customer Management
• Manages the TD's top accounts together with the TD sales representatives
• Does regular business reviews with the TD's top accounts (semi-annually)
• Develops strong partnership with TD top customer
• Continuously looks for innovative opportunities to develop TD top customers
• Ensures regular coverage of the customer and retail call on all its outlets
• Establishes strong partnership with his/her cross-functional customer team to provide the best customer service possible
• Translates category management plan into account plans
• Benchmarks his/her customer against competitors and provide feedback on how to improve on it
• Ensures customer compliance with agreed terms and conditions
• Has knowledge of customer needs and opportunities
Forecasting
• Is accountable for IMS forecast accuracy in collaboration with CP&A, CS&L, and the TD
• Works with CS&L to manage inventory levels, out-of-stock, warehousing, product defects, ageing stocks, and trade returns.
• Identifies potential risks, opportunities, and misses for the TD, communicates them accordingly and recommends solutions
• Supports the forecasting process by supplying accurate and timely information on future demand
• Is accountable for forecasting customer demand based on historical data and customer initiatives
• Works with CS&L to manage stock-outs, warehousing, stock requirement, product ageing, and trade returns
• Identifies potential risks, opportunities, and misses for the assigned Customer and implements solutions

Retail Excellence
• Is responsible for developing and communicating the game plan to TD's sales force to achieve in-store excellence
• Develops selling techniques, materials, relevant best approaches, and drives retail call procedures
• Is accountable for flawless execution at retail (distribution, shelving, pricing, merchandising) for all promotions, events, and NPDs by the TDs
• Is responsible for timely and accurate gathering of store and competitive data (distribution, shelving, pricing, merchandising, and promotional activities) by the TDs
• Conducts regular field audits on retail presence and program execution and provides feedback to the TD and the sales team for improvement
• Implements merchandising and distribution plans
Category Management
• Trains TD sales representatives on basic category management principles to enable them to engage with Category Buyers
• Implements category management plans for the TD's key accounts to improve IMS
• Leads in-store execution of category management with assigned customers
• Shares customer expertise with the TD in identifying partnership opportunities and provides information to build effective plans
• Co-creates strong merchandising programs with the TD based on consumer and category data
• Monitors and communicates results of category management implementation
Organizational Excellence
• Provides on the job training to his /her TD sales representatives
• Ensures zero downtime in filling up vacancies for sales representative and merchandiser roles
• Qualifies his/her organization in selling processes and results
• Co-leads with the TD in developing responsive reward system to energize the organization
• Ensures compliance with Monthly Coverage Plans
• Is proactive about recommending development programs to improve his/her team capabilities
• Trains and coaches TPA (coordinators, supervisors, and merchandisers) of the TD
• Applies best practices of other teams/markets to his/her TD and its key accounts
Compliance
• Ensures that the TD acts with the highest degree of integrity and 100% compliance with the Company's Compliance and Integrity Policies and Procedures to protect Company's reputation and integrity
• Consistently participates in all training and Seminars to improve knowledge / skills

Qualifications

Do you have what it takes?
College graduate, preferably with a degree in Business or Marketing other related courses
Additional education and/ or professional development course
Must have good business sense
Minimum three (3) years of experience in sales of consumer products with proven track record in formulating comprehensive sales plans and translate such plans into actions/results
Must have managed chain accounts in the past
Must possess good organizing abilities and strong human relation skills
Knowledge and experience in modern trade markets
Must have strong presentation skills
Must demonstrate strong business sense as well as oral and written communication skills
Must be knowledgeable and apply; Persuasive Selling, Handling objections, Planning & Organizing , Problem solving and Strategic & Decision Making


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