Key Account Manager, GALEC

SC Johnson is a fifth-generation family company built on a spirit of adventure and winning the right way. We have been leading with purpose for over 130 years, building top brands such as Raid®, Glade®, Kiwi®, OFF!®, Windex®, Ziploc® and more, in virtually every country. Through these household names, we are making a positive difference to the world around us. But we only succeed with the combined vitality and strength of our 13,000 people who we truly value and support in their pursuit of individual and shared goals.

Primary purpose of the position is to provide Leadership to Regional Category finance team & Business partnering with the Regional Marketing & Commercialization teams. This role also works across the Region with Country Marketing and Finance teams, as well as the Global category teams.

ROLE SUMMARY

You are responsible for the annual negotiation of annual agreements in all its aspect: contract terms, 3Net & 4Net and logistics conditions with the support of the Supply Manager

You are managing all business levers to reach Net Sales target and improve P&L of the customer

You are coaching and managing a sales negotiator team (area sales managers and sales representatives) in charge of the regional negotiation with the 17 SCAs

You are directly responding to the sales director and manage a Junior Key Account / Catman and sales assistant on their daily activities

RESPONSIBILITIES:

NEGOTIATION

• Negotiate annual agreements
• Build annual business plan taking into consideration company strategy and category priorities
• Ensure listing of new products
• Build and implement the best promo plan against customer brief in line with internal promo guidelines and budget
• Build and develop a strong relationship with customers
• Deepen organizational knowledge and act at all levels to build a win-win partnership with customers
• Mobilize field team in collaboration with the National Sales Manager

MANAGEMENT

• Coordinate team activities for a perfect implementation of the annual agreements both at national and regional levels
• Provide clear promotional and assortment guidelines to the team in charge of the SCAs to build the most efficient regional plans
• Be the point of contact for the whole team in charge of the SCAs
• Secure regional investment driving, coaching, and managing the team in charge of regional negotiation
• Secure flowless execution of all agreed plans  
• Drive NetNet Price improvement and P&L
• Manage customer budget (trade agreements) and validate annual payment of trade terms
• Build sell-in and sell-out forecasts
• Regularly monitor KPIs and targets
• Conduct monthly business analysis
• Identify and share key success factors

COMMERCIAL POLICY

• Recommend negotiation strategy, resource requirements and necessary action plans
• Be an actor of the Commercial Committee
• Work closely with the various services and support departments (Marketing, Finance, Supply)
• Lead and/or participate in cross-functional working groups
• Recommend the necessary changes to sustain the growth
  

REQUIREMENTS:

• You justify of an experience of at least 5/7 years in the commercial functions headquarters and/or field
• You have already managed major national accounts in FMCG environment
• You are autonomous, organized and rigorous
• You have strong entrepreneurship mindset
• You have strong communicational an influential skills
• You are comfortable in English

Together, we are creating a better future – for the planet, for future generations and for every SCJ team member. Come join us and make an impact through iconic global brands. GO FURTHER WITH OUR FAMILY™

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