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Key Account Manager

3 weeks ago

Hofuf, Saudi Arabia PepsiCo Full time

**Auto req ID**: 258830BR

PepsiCo’s strength is its people. Winning together is all about respect for one another’s unusual traits, backgrounds, perspectives and experiences. Our teams reflect the diversity of our customers and our communities, breaking down barriers and winning awards.

Are you ready to explore PepsiCo Saudi Snacks Food Limited and be part of this iconic multinational? Seize the day for real life on the job Learning? Enjoy some flexibility that will ensure you are balancing your personal and professional life?
Our employees are at the heart of PepsiCo. Through the Company's dedication to Talent Sustainability, we continue to support the development of employees. A possibility, our employment brand, reinforces our dedication to our people; enabling them to reach new heights in their careers and becoming truly world-class talents. PepsiCo is universally recognized as one of the best companies in the world for leadership development.

**Job Purpose**:

- To develop Account Business Plan and make sure it is implemented to deliver/ exceed the planned volume, revenue and profit targets for assigned customers.
- Develop & deliver the business plan thru cost effective Customer Development Agreement (CDA) and World class standards merchandising materials and in store programs.
- His primary objective is to drive volume, profitability, & share across the Organized Trade channel.
- Support role out of PI AOP business initiatives for Global & Regional Accounts.
- Planning and Executing the sales plan for assign customers and achieve the sales volume, market share, market execution and customer service objectives through effective leadership and maximum utilization of the Regional sales teams and ensuring successful achievement of sales AOP and to safeguard & develop the company image in the market place.
- To support day-to-day execution of OT business development building contacts with assigned key Customers.

**Key Accountabilities**:
**Planning**
- Develop Customer Account Plan for the allocated accounts that are aligned across the business system. Specifically:

- Phased volume, revenue, net revenue per/kg, spend and gross profit targets.
- Visibility & Access Points Strategy which fits stores types and ensure targets achievements.
- Manage & Agree on optimal items range which meet the shopper profile for allocated customers.
- Jointly Plan with customers Annual Activity Calendar which ensures Targets Achievements.
- Keep SSFL brands dominant inside stores to reflect its market leadership.
- Dominate Stores openings.
- Prepare monthly brief to all Field Team which contains all details related to the Confirmed Activities with Customers (items, quantity, displays, prices, POSM, mechanics, etc...).
- Negotiate and sign the CDA with customer on time and as per AOP and Financial Guidelines.

**Customer Management**
- Personally penetrate the customer vertically and horizontally to build strong, professional relationships that can be leveraged to gain commitment to the proposed plans. Additionally, lead and coordinate other filed managed accounts by supporting the Regional Managers in their penetration within the allocated accounts.
- Undertake an annual business review with the customer that involves all relevant personnel, reviews what has worked and presents the year ahead at a strategic level.
- Gain commitment from key customer decision makers to the account plan initially and on an on-going basis.
- Develop an excellent Business Relation with Customer Head Office Team & SSFL Management Team as well as at Stores Levels.
- Agree with Customers for listing all new SKU’s in Customers systems on time & as per CDA term.
- Make sure GTM (Merch. Freq.) & Service Level (PO Freq.) is properly followed as per agreed Strategy by Store Format.

**Field Communication / Support for Execution Team**
- Make sure the Account Plan is being implemented in Full & in Time. Specifically:

- Deliver Volume, revenue, net revenue per/Kg, spends and gross profit as agreed.
- Implement the agreed POP/ sales driver initiatives and targets.
- Implement the Activity Calendar.
- Ensure that all customer investment breaks even and delivers the best available business impact for SSFL.
- Ensure that customer pricing/ CDA terms are agreed to support the agreed business goals, based on principles and that any changes are based upon an objective business case and are approved by SSFL Management.
- Customer administration. Specifically:

- Develop and maintain an Account Fact Book that contains all relevant customer information, Stores details, as detailed in selling edge.
- Issue a quarterly report covering customer performance versus target, implementation of the account plan and the outlook for the balance of the year,
- Issue the KA scorecard on a monthly basis.
- Forecasting to the agreed standard.
- Budget management and monitoring, as detailed in the KA Monthly scorecard and budget tracker.
- Account administration as req