Blackmores Group is a leading natural health company with proud Australian heritage, with extensive reach across Asia Pacific. Founded by visionary naturopath Maurice Blackmore in 1932, our vision is to connect every person on earth to the healing power of nature by combining our knowledge of nature and science to deliver quality health solutions to people and their pets everywhere, every day.
As a purpose-led, performance-driven organisation, Blackmores Group strives to create remarkable employee experiences through supporting a diverse and inclusive culture, creating leadership that inspires high performance, and providing everyone with opportunities to achieve their professional, personal and wellbeing goals supported by our flexible work practices and family friendly policies
Purpose of role:
The Key Account Manager is responsible for maintaining and developing a group of key accounts to exceed company set sales and profit targets across range of Must sell list. Daily roles and responsibilities include implementing the business plan, maximising sales, forecasting and planning, range and category development, promotions planning, managing in stock/product lifecycle, coordination of business activities following company direction.
Responsibilities include:
Principle Accountabilities
- Net Sales, total Trade Spend % (including OID), ROI, forecast accuracy, sell-out, & SIT
- Lead annual JBP with assigned strategic customers including alignment on annual shared KPIs and key growth initiatives, tracked via a shared score card
- Trade terms management and annual review to improve productivity and ROI
- Development of channel and customer execution standards for distribution, range optimisation, merchandising, price and promotional effectiveness.
Relationship Management & Business Planning
- Establish ongoing business relations with major key accounts and customer advocate, improving our organizational customer intimacy, our understanding of the customs strategic objectives and ensuring these are reflected in our plans.
- Develop and implement channel and customer prioritization, develop growth strategies and resource allocation.
- Develop channel and customer plans to deliver category growth, increase brand share in priority customer plus improve customer profitability.
- Deliver monthly set KPI Invoice Sales, Net Sales, Sellout, trade investment ROI, Stock in Trade, forecast accuracy and excellence in execution.
- Work with the Head of Sales to ensure channel plans are optimised.
- Review and align business results with Head of Sales and customers according to scheduled time, managed identified gaps and execute mitigation plans.
Category Management
- Maximize sales profit through improving shelving and display, implementing promotions and new product launching.
- Ensure the execution of the marketing plan with key accounts in a timely manner.
- Implement key store drivers (range, space, promotion, and display), working with store planning teams where applicable. Ensure appropriate approvals in place for planograms, secondary display and feature areas/ special events as negotiated with buyers.
Forecasting & Inventory Management
- Generating sales forecast/analysis and market insights reports on product trend development and competitors activities.
- Keeping track of inventory health for both national & retailer's warehouse.
- Working closely with both demand & supply chain to track forecast accuracy & service level fulfilment with retailers
- Look at stand-out issues for inventory: discuss possible action plans with key account (e.g. clearance or increase stock weights), communicate issues internally
Who are you
- 6 - 8 years of experience in similar role, preferably from the FMCG industry
- Experience in managing the marketing of FMCG products across pharmacy, grocery and other retail channels
- Experience in managing distributor/ logistics partner to optimise customer service levels
- Experience in developing a bottom-up customer forecast, as an input into the demand planning process
- Strategic Selling and negotiation skills
- Able to work independently, energetic and highly passionate about work in driving sales growth
- Ability to determine portfolio strategy by channel and customer
- Fundamental understanding of shopper marketing management especially shopper insight
- Experience in health supplements, nutrition or skincare categories are strongly preferred.
- Experience in training, customer management best practices, foundation of strategic category marketing and total trade spend strategy
- Dynamic person embedded with excellent interpersonal and communication skills with abilities to liaise with internal and external cross function stakeholders
- Confident professional with an ambitious approach to business development
- Displays a growth mindset to identify and actualise new opportunities
- Plays the role of the customer champion internally while being responsive to customer needs, ensuring smooth communication and follow up
- Detailed category management knowledge
Agencies please note: this recruitment assignment is being managed directly by Blackmores Talent Acquisition team. We will reach out to our preferred agency partners if required. Your respect for this process is appreciated
