About the job Key Account Manager (CRO)
Good Job! Good Life!
The HeadHunter Group is an innovative HR Company operating in the USA, Albania, Kosovo, Montenegro, North Macedonia, Bosnia & Herzegovina, Greece, Serbia, and Cyprus. We offer the newest mentality in the HR industry and our core businesses are Candidates and Clients.
For our Client in Split, Croatia, distributor of coffee, beer, soda, water, and other alcoholic and nonalcoholic beverages, we are posting job advertisement.
Position: KEY ACCOUNT MANAGER (KAM)
Reports to: Country Sales Manager
Position purpose: KAM is responsible for handling the most important client accounts of our client within h/his are, which make up the highest percentage of company income, building and maintain a strong relationship with the client. S/He is the lead point of contact for all KA client matters, anticipating clients needs, working within the company to ensure deadlines for the clients are met, and help the client succeed. KA will also bring in new business from existing clients thru portfolio efficiency or contact and develop new relationships with potential clients.
Position description
Targets. Achieving company targets (sales, revenues and presence) within her/his KA area thru relationships, portfolio efficiency mix, relevant pricing, premium brand image, consumer awareness and in store activities.
Relationship. Developing a solid and trusting relationship between major KA clients and company; resolving issues and complaints and developing a complete understanding of KAs needs
Planning. Strategic planning to improve KA results; anticipating key account changes and improvements.
Contracts & budget. Negotiating contracts with the KA client and establishing a timeline of performance; establishing and overseeing internal budgets within company to get best results from in-store activities/investment.
Communication. Managing communications between KA clients and internal teams: delivery, finance, marketing, trade marketing, sales etc.; works closely with marketing, trade marketing & sales and team members from other departments to ensure the highest quality of materials are being produced and all client needs met.
Delivery & Administration. Meeting all client needs and deliverables according to proposed timelines; maximize profit by up-selling and/or cross-selling; follow up invoicing and payment; takes necessary steps/actions to avoid product expiry.
Reporting. Preparing & presenting reports on KA progress, goals, and monthly/quarterly initiatives to share with team members and possible use in future case studies or company training up to 5th of each month or as per request. Collecting & analyzing KA data/info on Client & other products/activities.
Others. MM is ready to perform other duties as per company needs within the scope of the contract and country legislation.
KAM Requirements
Able to multitask, prioritize, and manage time efficiently
Goal-oriented, organized team player
Self-motivated and self-directed
Excellent interpersonal relationship skills
- In-depth understanding of company KA clients and their position in the industry
Eager to expand the client with new sales, clients, and territories
- Able to analyze data and sales statistics and translate results into better solutions
KAM Qualifications
- Bachelors degree in marketing, business administration, sales, or relevant field.
- Four to five years previous work experience in sales, management, key account management, or relevant experience
- Excellent verbal and written communication skills; a good listener, a presenter, and a people-person
- Basic computer skills, and experience with Microsoft Office, with emphasis on superior Excel skills.
Good command of English (an advantage)