Job Responsibilities
Develop strategy and priorities for National Accounts team according to Company volume, visibility, market share and profitability targets. Set goals and clarify main deliverables for National Accounts organization on a customer level. Cascade them to the team. Develop action plan on how to reach the targets together with the team. Develop and approve with Commercial Director National Accounts commercial policy, including policy on rebates, credit terms, trade marketing activities and operational processes for interaction with clients. Participate in preparation of annual budget for National Accounts (volumes, TM activities, SMA). Identify sales and profit growth opportunities for National Accounts on a country level. Present recommendations to management team on sales and National Accounts channel development. Develop and implement actions to increase efficiency of processes and organizational structure. Manage level of expenses for National Accounts, analyze and control expense reporting. Secure effective communication of National Accounts targets and priorities to Regional Sales and Customer Marketing department. Lead and manage KA department team. Ensure performance management and development process for subordinates according to company rules. Ensure a cross functional approach with an efficient process contribution to target delivery Develop the functional and managerial skills of the National Account team. As member of the LMT contribute to the overall company strategy, team development and its implementations. Use team oriented, less hierarchical, more action focused, delivering through people approach.
Qualification
- Higher education
- Experience: at least 10 years of sales experience, at least 5 years of National Accounts management experience
- Team management experience: at least 5 years of team management experience
- Special requirements:
- Knowledge of commercial principles and ability to create and implement National Accounts strategy
- Knowledge of basic budgeting principles, ability to understand P&L
- Knowledge of pricing principles
- Analytical skills
- Knowledge of planning and forecasting principles
- Ability to create long-term National Accounts plans
- Negotiation skills (advanced – level of top managers in National Accounts and distribution companies)
- Strong presentation skills
- People management skills (managing managers, at least 2 in direct subordination)
- Ability to work in cross-functional team
- Drivers licenses B category
- Advanced PC skills
- Advanced English
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