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Key Account Manager Iberia
hace 4 meses
As a Key Account Manager (KAM) for the Iberian market, you will be the focal point for managing and strengthening relationships with our key clients. Your primary role will be to understand clients' needs, ensure their satisfaction, and drive business growth. This position involves strategic planning, effective communication, and close collaboration with multidisciplinary teams to meet and exceed client expectations.
What you'll get to doCATEGORY GROWTH VISION & STORY SELLING
- Evaluate the category within the client/channel and identify growth opportunities.
- Define the strategy for the client/channel by aligning the objectives of each brand as indicated previously by Marketing & Trade.
- Develop and sell the Action Plan to clients (both external and internal).
- Continuously provide inputs on client/channel needs for the Marketing Plan and Trade Plan.
- Define the framework of commercial conditions and investment in Retail, Digital, and Trade with clients.
- Analyze competition (B&M and Digital).
- Track the results of the Action Plan and implement corrective measures if there are deviations.
REVENUE GROWTH MANAGEMENT
- Drive profitable growth for Puig and the client.
- Define (and negotiate both internally and externally) the necessary investment in P&L for clients and brands.
- Negotiate commercial conditions according to the objectives of the Key Account Plan.
- Negotiate specific agreements for each client, seeking the maximum payback from each action.
- Manage Credit Risk.
- Provide updated sales forecasts and collaborate on forecasting with Sales Intelligence and S&OP.
- Establish promotional ratios according to KAP.
- Conduct P&L simulations (financial impact scenarios).
- Introduce GTN agreements.
- Follow up on monthly P&L, commercial conditions, and A&P items with support departments to avoid deviations from the budget.
- Ensure correct implementation of tariffs and billing with clients.
- Collaborate on defining and implementing pricing strategy for clients.
OMNICHANNEL ACTIVATION MANAGEMENT
- Present new products and ensure their timely and proper distribution.
- Identify omnichannel activation opportunities.
- Negotiate the Retail and Trade Plan (both online and offline) with the client.
- Negotiate assortments and implementation by door.
- Inform Retail/Trade of store openings/closures and manage brand concessions and their proper implementation at the point of sale.
- Lead training plans with clients.
- Validate compliance with the agreed plan through store checks and follow-up with the Point of Sale Management team.
- Coordinate (or directly manage) the delivery of POS materials (sampling, testers, GWPs, displays, etc.).
- Coordinate (or directly manage) the delivery of digital assets.
- Manage reported incidents at the POS.
CUSTOMER MANAGEMENT – JOINT BUSINESS PLANNING
- Develop a sustainable and profitable long-term relationship.
- Establish relationships at all levels within clients, identify, promote, and implement solutions for specific client needs.
- Analyze, adjust, communicate, implement, and jointly control categories and client development plans.
- Ensure excellence in customer service through monitoring and controlling client orders, billing, and tracking pending charges.
- 4-5+ years of experience as a Key Account Manager or in a similar position, ideally within the cosmetics sector and with experience dealing with retailers.
- Proven success in meeting sales targets and growing key accounts.
- Strong communication and interpersonal skills.
- Ability to analyze data and convert it into actionable information.
- Excellent negotiation and problem-solving skills.
- Bachelor's degree in Business Administration, Sales, or a related field.
- Proficient in Office programs and SAP.
- Languages: English and Spanish.
- Competencies: leadership, results-oriented, strategic thinking, excellent communication skills, negotiation ability, teamwork, change agent, and resilience.
- An entrepreneurial, creative and welcoming work culture
- A range of learning and development opportunities
- An international company with plenty of opportunities to grow
- A competitive compensation & benefits package
