Key Account Manager

On board: ASAP

Base : 165,000 THB

Transport : 15,000 THB

Phone : 3,000 THB

Interview process: 1 Round with Regional General Manager SK-II

Requirement: Fluent English speaking/ department store experience/strong key account management background/ Commercial skills/ Manage P&G principle/ Support Retailer 40+ counters/ Business review/ Data management/ Analytic skills/ Strong leadership

Style: Mature/ Dynamic/ Shape/ Independently/ Flexible

Key Account Management:
Full ownership of sales management (to secure balanced sell in to ensure sufficiency for hitting
sell through target)
Full ownership of trading terms negotiation as well as counter space negotiation. Negotiate,
control, and manage trading terms and assigned budgets to reach the most effective conditions.
Establish strong business relationship with all Key Accounts
Create and maintain good rapport/relationship with store managers and understand the stores
operation process.
Planning and presenting reports on account progress, goals, and quarterly initiatives to share
with team members, stakeholders, and possible use in future case studies or company training.
Develop overall Joint Business Plan to continue improving Key Accounts Performance.
Responsible for building and managing P&L for assigned accounts.
Responsible to manage sales return to be within company budget and policy.

Retail Operations:
Collaborate with SBM and ROM to achieve SK-II Principal KPI Scorecard (Sell Through, New User
Acquisition, Execution Quality, Quarterly Stewardship Audit)
Ensure inventory supply sufficiency for both selling and non-selling items (sample, tester, GWP),
as well as maintaining healthy stock coverage.
Check and know brand daily sales per counter as well as other brands/ competitors.
To respond to promoters queries and to assist them whenever possible in their dealings with
respective floor managers/supervisors.

Promotions:
Initiate proposals, suggestions to Marketing Team on all trade marketing and consumer
mechanics related matters.
Plan and execute consumer activations at store level to achieve brands objectives
Ensure that all stock allocations are prepared and available on the floor on time for normal use
and sale periods, as per schedule.
Observe, update and analyze competitors activities (new launches and promotions)
Operational:
Take lead in coordinating with internal business support from all related functions in order to
ensure smooth and efficient operations to support the business growth plan.
Accomplish all required reports/feedback to Line Manager on a regular basis in order to update
and/or elevate issues to higher management.
Developing a solid and trusting relationship between major key accounts and company
Resolving key accounts issues and complaints
Developing a complete understanding of key account needs
Anticipating key account changes and improvements
Managing communications between key accounts and internal teams
Establishing and overseeing internal budgets with the company and external budgets with the
key accounts
Meeting all key accounts needs and deliverables according to proposed timelines
Others:
Weekly: Counter Visit Report
Prepare commentary of respective Brands Performance in sales
Prepare Store Sales Report Analysis on monthly basis

Description of Duties:
Achieve the sales target
o Drive sell in to Department Store channel proportionally balanced with Sell Thru
performance.
o Retailer.com, Home Delivery Channel and Sephora omni channel development as
growth business driver.

Achieve SK-II Principal KPI Scorecard in coordination with SBM and ROM:
o Thailand market KPI Scorecard (New User Acquisition, Sell Through, Execution Quality)
o Principal Audit (Full compliance across all business processes as according to Quarterly
Stewardship Audit Measures)
o Continuous engagement with Principal team to get required support and approvals to
execute in the market to drive sell-through and new user acquisition.

Create strategic plan for annual growth of each customer: identify source of growth, new
categories, resources, & opportunities
Review customer profitability & productivity per door
Provide accurate monthly forecast & validate the order suggestion
Proactively creating or supporting sales activity to keep the sales result on track vs budget
Lead the discussion with SBM to define the best layout per store
Conduct business plan & business review quarterly with the customers including deep analysis
of brands, SKUs, & consumer habit
Provide calculation for free goods usage forecast (sample, tester, GWP) as according to the sell
through target and finalize the annual plan with Principals Trade Marketing Manager in
coordination with SBM.
Provide stock allocation calculation of free goods to counters as according to ongoing campaigns
and manage healthy stock level at all counters.
Construct annual consumer promotion plan to be within full year promotion policy in
coordination with Principals Trade Marketing Manager in coordination with SBM.
Manage the utilization of Key Consumption Period Days in every counter to be within annual
quota.

Collaborate with SBM and ROM in Quarterly Stewardship Audit execution ie. audit schedule,
retailers permit, audit supporting document submission and remediation on audit findings (if
any)
Collaborate with SBM and Principals Brand Manager & Trade Marketing Manager to construct
Joint Business Plan for Key Accounts.

Requirement: (Knowledge & Skills)
Excellent oral and written communications in the English language
Strong Channel/Key Account Management
Positive attitude and change management skill, fast response, result-driven with goal-oriented
Strong planning, managerial and organization skills
Demonstrated ability to set clear expectations and communicate effectively
Strong negotiation, convincing and problem-solving skills

Key Results/ Measures:
Principal Scorecard (Retail Sales Performance, Consumer Acquisition, Execution Excellence)
Customer Growth (Net Sales Performance, Market Share)
Customer Satisfaction Score (CSAT)
Inventory Management at Store Level
Collection (Account Receivables)