PepsiCo Careers

KAM, CVS

Shanghai, China
Sales

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China - English

Job Description

Auto req ID: 143418BR

Job Description

This is a PepsiCo career opportunity. This position is in PepsiCo China HQ. Please log onto http://www.pepsicojobs.com/zh-cn to find more career possibilities in PepsiCo China.

Role:

Maintain and grow assigned key account(s) business through a standard key account management to ensure sales target achievement

Responsibilities:

  • Work together with GKAM to implement Key Account strategy, wiring, planning, selling, and execution to drive account profitable & sustainable growth;
  • Analysis and define the account growth opportunities, make proper suggestions to superior for decision making;
  • Coordinate the GTM/LKAM/field sales team/Trade Marketing/Supply chain to ensure the best in-store performance.

Measurements:
  • Work together with GKAM to implement Key Account strategy, wiring, planning, selling, and execution to drive account profitable & sustainable growth;
    • Comprehensively understand the market and customer dynamics in assigned key account to provide excellent services to customers and build up strong working relationship with customers;
    • Work with Field Sales to deliver revenue and volume targets for the key account channel by focusing on sales drivers (distribution, visibility, pricing, merchandising/ promotions);
    • Develop/use tracking and reporting tools to monitor the sales performance
    • Support superior to negotiate the key account annual contract;
    • Monitor and manage annual trade expenditure to help superior control the ROI;
  • Analyze and define the account growth opportunities, make proper suggestions to superior for decision making;
    • Analyze and review business data to provide further improvement action plans;
    • Identify potential opportunities, communicate those and recommend possible solutions to superior;
    • Work out customized promotions in assigned account aligned with Marketing & Trade Marketing strategy;
    • Work out analytical report for quarterly and review annually new items investment;
  • Coordinate the field sales team/Trade Marketing/Supply chain to ensure the best in-store performance;
    • Ensure that all the brands and assortments are properly listed, implemented and merchandising;
    • Monitor and check store’s performance to ensure store implementation as company policy;
    • Pro-actively coordinate related departments for market information and support;
    • Share monthly OFR tracking report with operation team;
    • Communicate OOS tracking report with relevant parties;

Working Relationships:
  • Internal
  • Reports to Group Key Account Manager directly
  • Work closely with GTM, LKAM, Field Sales, Logistic, Finance/CSSC, Trade Marketing and Supply Chain team
  • External
  • Buyer/Merchandiser from Key Account
  • Supply chain team from key Account

Qualifications/Requirements

  • College degree or above; CET 6 or above
  • Great at Word, Excel, Power Point
  • At least 6 years experience in FMCG sales, with at least 2 years of key account management or trade marketing in FMCG
  • Familiar with MT key players in the market
  • Strong selling and negotiation skill
  • Good communication skills
  • Resilient and can work under pressure

Relocation Eligible: Not Eligible for Relocation
Job Type: Regular