Company Description
It’s amazing what can happen over a cup of coffee or tea. At JACOBS DOUWE EGBERTS (JDE), we’ve made it our mission to find out. Our people have been raising the bar since day one, thinking fast and acting even faster to make an impact that’s felt around the world. JDE is the home to some of the most well-known coffee brands in the world.
For more than 265 years, we have been inspired by the belief. Today our coffee & tea portfolio is available in over 140 countries around the world through iconic household names including: Jacobs, Tassimo, Moccona, Senseo, L’OR, Douwe Egberts, Super, Old Town, Kenco, Pilao & Gevalia etc.
Job Description
The Key Account Manager (KAM) is responsible for managing and developing set of key-account customers on national level. They’re responsible for achieving sales targets in the given customers.
Key Responsibilities:
- AOP & Customer Business Plan
- Develop and implement strategic account plans for key customers. This includes setting sales targets, identifying growth opportunities, and outlining strategies to achieve.
- Develop assigned customers AOP building block in line with MT yearly business objective & strategy
- Develop Annual Customer Business Planning base on the defined Customers Segmentation & Strategy, with supported by shopper insights, sales trend, consumer and market trend analysis. Develop & ensure execution of Customer strategy with key action plan & activity.
- Lead Trading Term Negotiation with key customers, including pricing, ullage, terms of trade, promotions, and other contractual matters to ensure customer profitability.
- Promotion Planning & Execution
- Develop customer promotion strategies with the N+6 planning. Work with Shopper Marketing team to implement national or tactical promotion.
- Prepare pre-promotion approval (PPF) and post promotion evaluation.
- Provide Demand Forecast N+3 by Customers by SKU level base on promotion plan/activities
- Develop Execution Plan for Sales Excellence Programs (Perfect Store, MSL, OSA) by account basis
- NPD/relaunches listing, price increase execution.
- Communicate to customer on promotion planned to get alignment/agreement to proceed with the execution.
- TRE Management- Track & manage TRE within allocated budget, Optimize spending
- Review TRE reports (with CSM) monthly
- Ensure claim submission on time (as per compliance)
- Manage claim dispute
- Manage to minimize Market return
- Manage key account executive from capability building, issue resolution to day-to-day operation to ensure speedy and excellent execution in stores.
- Business Review & Market Visit
- Lead the Business Review & N+6 customer plan sharing (monthly/quarterly) & T2T meeting (yearly) for key IKA Customers.
- Trade visit to check & audit in store execution at the outlets level
- Monthly visit to Customers in HQ level. Act as the voice of the customer within the organization build and maintain strong, long-term relationships with key customer. Understand their business needs and objectives and market landscape. (Customer profiling)
- Administrative
- Responsible for key account receivables. Monitor Account Receivable aging and coordinate with credit control and Accounts Receivable team.
- Collaborate with various internal departments such as sales operation, marketing, shopper marketing, supply chain, customer service team to ensure seamless service delivery and customer satisfaction.
The Key Account Manager (KAM) is responsible for managing and developing set of key-account customers on national level. They’re responsible for achieving sales targets in the given customers.
Key Responsibilities:
- AOP & Customer Business Plan
- Develop and implement strategic account plans for key customers. This includes setting sales targets, identifying growth opportunities, and outlining strategies to achieve.
- Develop assigned customers AOP building block in line with MT yearly business objective & strategy
- Develop Annual Customer Business Planning base on the defined Customers Segmentation & Strategy, with supported by shopper insights, sales trend, consumer and market trend analysis. Develop & ensure execution of Customer strategy with key action plan & activity.
- Lead Trading Term Negotiation with key customers, including pricing, ullage, terms of trade, promotions, and other contractual matters to ensure customer profitability.
- Promotion Planning & Execution
- Develop customer promotion strategies with the N+6 planning. Work with Shopper Marketing team to implement national or tactical promotion.
- Prepare pre-promotion approval (PPF) and post promotion evaluation.
- Provide Demand Forecast N+3 by Customers by SKU level base on promotion plan/activities
- Develop Execution Plan for Sales Excellence Programs (Perfect Store, MSL, OSA) by account basis
- NPD/relaunches listing, price increase execution.
- Communicate to customer on promotion planned to get alignment/agreement to proceed with the execution.
- TRE Management- Track & manage TRE within allocated budget, Optimize spending
- Review TRE reports (with CSM) monthly
- Ensure claim submission on time (as per compliance)
- Manage claim dispute
- Manage to minimize Market return
- Manage key account executive from capability building, issue resolution to day-to-day operation to ensure speedy and excellent execution in stores.
- Business Review & Market Visit
- Lead the Business Review & N+6 customer plan sharing (monthly/quarterly) & T2T meeting (yearly) for key IKA Customers.
- Trade visit to check & audit in store execution at the outlets level
- Monthly visit to Customers in HQ level. Act as the voice of the customer within the organization build and maintain strong, long-term relationships with key customer. Understand their business needs and objectives and market landscape. (Customer profiling)
- Administrative
- Responsible for key account receivables. Monitor Account Receivable aging and coordinate with credit control and Accounts Receivable team.
- Collaborate with various internal departments such as sales operation, marketing, shopper marketing, supply chain, customer service team to ensure seamless service delivery and customer satisfaction.
Qualifications
- Minimum 5 years of experience in Sales Department/Modern Trade;
- Market research reports understanding (Nielsen; TNS);
- FMCG dynamics knowledge;
- Good knowledge of MS office;
- Good knowledge of English.
Additional Information
What’s it like to work at JACOBS DOUWE EGBERTS?
At JDE, we are convinced that to grow our company we need to grow our people – through learning, coaching and experiences. We want you to be the best that you can be and encourage you to take ownership for your career.
Other benefits you might be interested:
Medical
Handphone and Transportation
Outstanding Career Development Opportunities
The best coffee and tea served all day in our office – Can you imagine that?
Are you ready to make that career shift & grow a great portfolio with us?
Click the ‘I'm Interested’ button and we will get in touch with you soon.
Thank you for your interest in JDE, please note we will only reach out to successful candidates.
What We Do
Coffee is the fuel for almost everything that makes the company run. Jacobs Douwe Egberts Professional helps you inspire your coffee drinkers, whether you work for an office, health & care organisation or hotels.
As your coffee partner, we love to develop the ideal solution alongside you. This way, we can adapt our offer to your needs and you enjoy the solution you were looking for. In short: A coffee for every cup, just the way you want it.
