Referencia: ES_756193
Publicada en: 20/04/2017
Tipo de empleo: Indefinido
Sector: FMCG
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key Account Manager FMCG

    Overall Objective


     The purpose of a KAM is to manage the strategic retailers by developing a good and long term working relationship, enhancing customer satisfaction and maximizing the sales opportunities with them and delivering the sustainable growth targets of the company within its customer portfolio.


    Key responsibilities


  • Develop and follow up the Key Account Plans taking into account also the Customer Survey feedback
  • Define the customer contact matrix and develop and execute the right wiring plan (peer to peer and top to top)
  • Prepare the customer meetings using all the market intelligence available (shopper insights and revenue management with the support of the Catman when needed), meet the customers regularly and do a visit report with key next steps / action
  • Deliver the sales and margin targets while delivering also value to the category of its customers
  • Keep working capital under control (Forecasting accuracy and overdues follow up)
  • Analyze the sales evolution vs. internal targets but also benchmarking the market trends and identify new actions
  • Reporting customer sales evolution, news and updated KA plans when needed to meet the plan targets
  • Managing market intelligence through store visits on a regular basis identifying key actions after each visit and sharing the news with the rest of the team


    Job Complexity and Challenges


  • Need to play with the mix of several product categories and a good number of sku’s for each of these categories
  • Internally, will be a kind of “director of orchestra” since its position implies to deal with many different departments of the company such as Marketing, Supply Chain, Finance or Quality with a unique objective of satisfying the customer demands but with the lowest complexity and highest contribution possible to the company
  • Many times will need to deal with internal changeovers decisions that can be in the opposite direction of the customer demands
  • Need to be able to work under pressure and know how to manage customer crisis such us a product recall or a call of tender and to deal with challenging both internal but also external deadlines
  • Need to understand and “respect” a coherence in the market which sometimes could be tough since could be in the opposite direction of some particular customer requests
  • Customer understanding to ensure we are communicating in an effective way
  • Multi-tasking, and ability to manage and sometimes need to react to short term deadlines
  • Proper management of the balance of power with the customer
  • Many times will need to deal with internal  decisions that can be in the opposite direction of the customer demand


    Job Accountability


  • P&L of the customer, including Net Sales and Gross Margin budget for its customer portfolio
  • Forecast and outlook accuracy in line with target levels
  • DSO under control in line with target levels
  • Promotional plans accomplishment for its customer portfolio
  • KA plans delivery for its customer portfolio
  • Customer Satisfaction Survey NF points in line with target levels
  • Proactively seek ways of increasing sales and contribution through promotion and brand building activity – working as a team with customer, PM, Catman and SC 
  • Build and maintain effective and proactive customer relationships with a strong wiring plan (at all levels) 
  • Take responsibility for implementation and resolution of payment to agreed terms
  • Keep in-touch with all market developments both on price and product.

Educational Requirements


  • Bachelor degree (preferable if Business Economics or Business Administration)
  • Master degree in Sales or Sales and Marketing will be valuable


Experience Requirements

  • Minimum of 3 to 5 years in FMCG
  • Minimum of 3 years of experience in Sales Account Management
  • Experience in hygienic disposables markets will be a plus
  • Experience in the private label market will be a plus



  • Spanish (mother tongue) and fluent English (Portuguese and or French will be a plus)



  • IT: good level of knowledge of Excel and Powerpoint tools (BI, BW and SAP knowledge will be valuable)


  • Good analytical skills
  • Very good communication and negotiation skills
  • Team player
  • Results driven
  • Creative, enthusiastic and flexible mentality
  • Good time management: ability to multitask, be effective under pressure and able to prioritise workload and deliver quality results
  • Business acumen & commercially aware of the decisions taken and the impact they could have on both customer and business
  • Embrace the the company Values of Passion, Reliability, Integrity, Drive for Results and Everyone


Borja Pujalrás
+34 91 787 93 00
C/ Serrano 240, 1ª planta
28016 Madrid

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