National Key Account Manager MTI

Responsible for business growth and achievement of sales objectives within targeted profitability   

• Grow sales (volume & value mix), market share by group channel.  

• Drive Kraft Heinz strategic commercial plans including but not limited to: direct-to-consumer, new product launches, cross-category promotions, in-store space acquisitions, trade engagement/loyalty, promotion adherence, etc. Build integrated business plans to drive sales within scope and engage all stakeholders for execution.  

• Optimize portfolio strategy (SKU/channel/area mix) to attain maximum value creation.  

• Take full accountability of P&L (revenues and costs) within scope.  

• Anticipate and respond to market changes and competitors’ moves in full alignment with Kraft Heinz central sales teams. Drive local/tactical initiatives and propose new projects with prepared business plans.  

Responsible for Manage D&A Spending and utilize for the effective promotion   

• Manage KAM to create promo plan in quarterly basis   

• Create promotion by maintain SKU Mix to maximize D&A by each products line  

• Review D&A by monthly   

• Ensure full scope implementation of sales & distribution routines: KPI/goal settings, morning briefing, daily/weekly/monthly reviews and all required reporting activities.   

• Review promo effectiveness and efficiency in order to have the best promotion result  

Developing Business Plan with Customers Modern Trade by channel  

• Negotiate trading term with customers to get our company objectives  

• Develop annual joint business plan with customers to align each business strategies  

• Business review in quarterly basis  

Build Networking profesional relationship with Customers Modern Trade   

• Service level to respons customer 1x24 hours  

• Reguler visit to customer 1x in a week  

• Built relationship with top management and related department   

Accountable of sales forecasts and service level synchronization within scope.   

• Making forecast quarterly base on average sales, stock level and promotion  

• Be strategic contributor to monthly S&OP (Sales & Operation Planning) process. Take full accountability of forecasts by SKU, channel, distributor  

• Ensure optimum flows to minimize product returns/defects and expired. Implement FIFO/FEFO models at distributors. In collaboration with central SC team, synchronize distributors’ SC processes with Kraft Heinz’s.  

Inspire, develop, manage and lead team  

• Recruit, retain and grow top talents. Recruit only from the best talent pools, identify required capabilities in team and propose/implement initiatives to address competency gaps. Coach/mentor team members to propel individual growth.  

• Inspire people for performance and ensure implementation of highest standards/ meritocracy culture. Ensure that top-performers are recognized and poor performance is addressed. Engage distributors’ team to carry same values.  

• Ensure maximum implementation of incentive schemes linked to performance, both at Kraft Heinz and distributors.  

• Engage in meaningful career conversations with key talents in-sync with Kraft Heinz Sales Career Development Map.  

Establish effective relationships and collaborations with other departments (Marketing, Trade Marketing, Finance, Supply Chain, Distributors etc ) to address Key Business issues and opportunities.   

• Regular Meeting with other department to coordination for any issues and opportunities  

• Follow up all key issue from other department related modern market