MISSION:
Developing and Driving a sustainable acquisition process with the aim of closing deals in terms of negotiation, pricing, terms and conditions with (potential) high value (Key Account) customers (multiunit, Chain customers). Managing customer and Central Retail requirements with the aim to achieve win- win situation and increasing sales & profit of the Key Account Customers, always keeping partnership and sustainable long- term relationship in mind. Identifying and pursuing new business opportunities
Developing a conquest strategy with strategic business planning based on Addressible and Accessible market potential.
ACTIVITIES:
Negotiation & Recruitment of Key Account Customer
By screening the market, negotiate national contracts with Core Target Customers on Chain business fitting to the Central Retail defined strategy, and re- negotiatethem at least on an annual basis.
Conduct market survey and select Potential Key Account Customer
Monitoring industry trends and competitor activities to stay informed and up- to- date on market condition, conducting regular business reviews with the client to identify areas of improvement and address any issues or concerns
List all national chains, business types and customers that are concerned by a Key Account Approach. Use your market knowledge as well as the Cenral Retail network, plateform, assortment, logistic and store facilities. Actively develop Key Account Businessthrough participation in associations, events, sponsor aand other brand related activities.
Involve people and cross- functional teammates
Build a business development by involving all relevant parties to ensure the business feasibility. Explain and provide information to all relevant parties engaged to understand the business requirements, its importance and the main customer requirements that must be fulfilled
Build / contribute to the Key Account Yearly strategy definition
Prepare and argue on the Key Account Budget planning supported with concrete action Plan. S/He accountable to deliver expected results in terms of sales, revenues, customer network and customer satisfaction Providing timely and accurate sales forecasts and reports to management
Business review and decision making
By analysing Key Performance Indicators with Key Account Customers as well as with Internal Central Retail Team (such as Head of B2B, Store Manager, DO etc), s/he will identify Risks and Opportunities to develop some business further (especially in case of non profitabl customer) Managing and resolving customer issues and concerns in a timely and effective manner
COMPETENCIES:
Functional knowledge & experience:
- Customer and market inside
- Structure and organization of the targeted market
- Customer focused
- Relationship management
Functional skill:
- Sales skills
- Communication skills
- Negotiation
- Analytical skills
- Time & Project management
Managerial skill:
- Assertiveness
- Conflict management
Other skills:
- Strategic thinking
- Self motivation
