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Key Account / Co-op Manager – White Stores Co

Purpose Statement

Develop and efficiently manage key accounts & COOPs in Kuwait following global Account Management practices and guidelines in cooperation with Market and KAM Managers in order to achieve Company objectives and ensure alignment with the Trade Marketing & Distribution strategy.

Key Accountabilities

I. Operations/ Professional/ Business

– Develop and implement a Key Accounts Strategy in line with the Marketing Strategy to enable BAT to win in the Organized Convenience, Grocery and COOP channels.

– Implement processes specifically designed to gather information at market level and consolidate it into a database to understand, review, and strategically plan the business.

– Develop and implement account plans for strategic customers to achieve the TM&D objectives.

II. Management Results

– Efficiently manage the budget and optimize resources allocated to Key Accounts.

– Establish KPI’s to track performance and develop corrective action plans to address any deviations.

– Develop, implement and evaluate relevant cycle specific TM&D programs and activities.

– Lead and effectively manage the account negotiation process together with the Field Force team.

III. Leadership Results

– Provide a clear direction to the Field Force team by ensuring communication of Key Accounts strategy and objectives.

– Cascade best practices and share learning throughout the organization.

– Develop and coach potential successors to ensure proper succession planning.

IV. Relationship Results

– Work in synergy with the various functions and more specifically the Brand and Trade teams to achieve Company objectives.

– Establish and develop sustainable business relationships with strategic accounts to help BAT gain benchmark partner status.

V. Innovation Results

– Capture innovative ideas from trade and consumers.

– Optimise tools and processes to drive productivity and growth.

– Identify emerging trends and explore opportunities to benefit the business.

– Network with other FMCG’s and advise on strategic alliances.

Job Details

Date Posted: 2013-04-21
Job Location: Kuwait
Job Role: Sales
Company Industry: Sales; Retail/Wholesale

Preferred Candidate

Career Level: Mid Career
Degree: Bachelor’s degree / higher diploma

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