Job Description:
Job Specification:
Education & Professional Qualification
Graduate calibre, with experience in a blue chip FMCG/consumer products and customer
development/field sales.
Knowledge/Experience
- Experience in customer development and demonstrated ability to work through others
in a resourceful and inspiring manner to deliver business results.
- Strong track record of executing strategies that clearly measure the performance
against defined KPI's, taking action to address gaps and strive for continuous
improvement.
- Ability to challenge the status quo with a can do attitude and manage resources to
deliver business and customer objectives and deliver a strong mutual ROI.
- Driven, self-reliant and resilient and able to respond and adapt to a fast moving, swiftly
changing environment.
- Proven ability to build strong and influential relationships with key stakeholders across
a diverse customer base
Job Description
This role will be responsible for delivering the channel/ customer KPI and ambitions and driving excellent execution and the physical availability of our brands in line with the overall field sales strategy. This role will be responsible for the day-to-day delivery of results by leading, developing and inspiring the merchandizing team and all stakeholders towards a high performance and delivery culture. The Modern Trade Account Manager will be responsible for the following areas, and will work across all MARS categories (Chocolate, Pet Food, Ice Cream) :
- Co-ordination and line management of a team of merchandisers and sales representatives working across an allocated store territory to ensure delivery of their KPI's and work plans, specifically to ensure the delivery of world class execution of the following :
- Managing the forecast planning for Modern Trade Customers assigned in coordination with Demand Team.
- Manage the customer's profitability in the Segment in line with the Sales policies & plans.
- Build customer networks and relations for the benefit of MARS business.
- Negotiating & executing annual BDA contracts with customers HQ, and ensuring perfect compliance with plans.
- Achieving assigned targets associated to these plans.
- Delivering freshness targets & zero returns. The territory of the Modern Trade Account Manager will include stores that are strategic to MARS business. Therefore, the modern trade account manager will be personally accountable for delivering the following strategic tasks:
- Negotiating promotional space and budgets
- Planning the implementation of big events & activities and ensuring perfect execution, and owning the planning & execution of any store specific activity for their stores
- Long term activity planning for the full quarter ahead P a g e | 3
- Tracking & reporting their business performance and delivering quality quarterly business reviews internally & externally with their store contacts covering: EPOS review of category performance, MARS performance, competitor performance, business drivers/drainers & opportunities for incremental growth going forward
- Identifying further opportunities in store on top of the head office & store aligned business plans, and working with their field sales manager to deliver these to drive incremental results
- Creating a feedback/reporting loop between their stores and head office to ensure there is a regular flow of information and competitor insights back to head to office.
- Role modelling the behaviours as per Mars 5 Principles required from their team The Modern Trade Account Manager will have the support of FOTS merchandisers and Supervisors to support their appointed store territory and delivering the following execution tasks:
- Taking manual orders, checking stock levels, managing OOS's, activating bar codes at store level, following up on deliveries, owning the relationship between MARS and key personnel in store, ensuring implementation of planograms, managing personnel/administrative requirements of the merchandising team, and in some cases line management for merchandisers.
- Delivery and execution of co-packs, managing the follow up and execution of LPO's with the customer services team.
- Negotiating proper number of secondary displays for Mars products- Regular monitoring of shelve space and prices- Monitoring price indexes vs. competition; and correct in line with Mars strategy.
- Monitor competitors performance. Report immediately on any aspect of market, trade and product that could affect our business or could provide us with a business opportunity, and propose measures lead. This role requires good leadership and commercial capability including the ability to build, inspire, engage and motivate teams while consistently delivering results.
Work with diverse and talented Associates, all guided by the Five Principles. Join a purpose driven company, where we're striving to build the world we want tomorrow, today. A strong focus on learning and development support from day one, including access to our in-house Mars University. An industry competitive salary and benefits package, including company bonus.
