Requisition ID: 9959
Who We Are
At Suntory Beverage and Food, we boldly move forward together to realize the dreams of becoming a world-leading next-generation global beverage company – you are an important part of this and here’s how your role helps us win!
About your role
The Assistant Key Account Manager (General Trade & Business Development) is accountable for delivering key customer sell out (GSV & NSV) budget by driving strategic initiatives to attain sustainable growth. You will be responsible to foster strong customer relationship, implement customer strategies to drive topline sales and optimize trade spend to maximize profitability.
What You'll Do
Strategic Account Management
- Develop and maintain strong, long-term relationships with key general trade customers (e.g., wholesalers, large independent retailers, distributors).
- Act as the primary point of contact for assigned accounts, ensuring a deep understanding of customer needs, business models, and market dynamics.
Sales Planning and Execution
- Develop and execute account-specific sales plans to achieve revenue, volume, and market share targets.
- Forecast demand and align supply chain and inventory planning with customer requirements.
- Monitor sales performance and take corrective actions to close gaps versus targets.
Business Development
- Identify growth opportunities within the general trade channel, including expansion into new territories or outlets.
- Work with cross-functional teams (e.g., marketing, trade marketing, logistics) to tailor initiatives for general trade customers.
- Introduce and promote new products, programs, and promotions to drive customer and brand growth.
Distributor Performance Management
- Commercial Negotiation Evaluate distributor performance through regular reviews, including analysis of sales, distribution coverage, inventory levels, and service quality.
- Support distributor capability development through training, guidance, and tools to enhance market execution and compliance with company standards.
- Enforce adherence to commercial terms, stock rotation policies, and pricing guidelines.
- Lead price, margin, and commercial term negotiations with customers, ensuring a balance between competitiveness and profitability.
- Establish and maintain trade agreements, payment terms, and promotional investment plans.
Execution and Merchandising
- Ensure flawless execution of trade marketing plans, in-store visibility, and promotional activities at the point of sale.
- Work closely with field sales teams and merchandisers to ensure compliance with planograms, pricing, and promotional standards.
Customer Performance Analysis
- Analyze sales data, market trends, and competitor activity to make informed recommendations and decisions.
- Regularly review account performance (e.g., sales, profitability, product mix) and develop improvement plans as needed.
Operational Coordination
- Coordinate with logistics and customer service teams to ensure timely deliveries, stock availability, and resolution of operational issues.
- Monitor customer payments, credit limits, and overdue accounts, taking proactive action to manage financial risk.
Reporting and Communication
- Provide regular internal reporting on account status, risks, and opportunities.
- Communicate account plans, performance insights, and customer feedback across relevant internal stakeholders.
What You need to be successful
- Diploma or Degree in Business/Commerce/Retail Marketing or its equivalent.
- Minimum 2 - 5 years of FMCG experience in Sales/Trade Marketing
- Strong in account management and negotiation
- Proficient in both English and Mandarin to deal with stakeholders at all levels
- Competent in Microsoft Office applications
Our DEI Commitment
At Suntory, we recognize that diverse knowledge, perspectives, and backgrounds contribute to our collective success. We are committed to fostering a diverse, equitable, and inclusive workplace where all individuals can bring their whole selves to work every day, regardless of race, color, religion, gender identity or expression, sexual orientation, age, or any other protected characteristic.
Our recruitment and selection processes are designed to highlight what Suntory offers as an employer while allowing candidates to share their unique skills and experiences. We understand that career trajectories vary, and if you believe your experience/background can benefit our team, we encourage you to apply. We endeavor to make our interview process as inclusive as possible and offer reasonable accommodations as needed. Together, we can cultivate a workplace where everyone can thrive and propel our mission of Growing for Good.
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