National Key Account Manager

15 hours ago

Taipei Taipei City, Taiwan HEINEKEN Taiwan Full time

PURPOSE OF JOB:

  • Drive the growth of the HTW portfolio within key accounts in the modern trade channel.
  • Develop and implement channel-specific strategies and execution plans for modern trade and emerging channels, aligned with the company's overall sales objectives.
  • Lead commercial engagements and negotiations with major key accounts, including trading terms, sponsorship planning, value chain optimization, and SKU strategy.
  • Manage full P&L responsibilities for assigned channels to ensure profitable growth and effective investment.
  • Lead and develop the MOFT sales and field teams to ensure disciplined in-store execution and sales performance.
  • Oversee a cross-functional team, working closely with Trade Marketing and Brand Marketing to drive key account success.
  • Define, monitor, and deliver KPI targets and performance metrics for key accounts and new channels in line with company goals.

MAJOR ROLES & RESPONSIBILITIES:

Key Account Sales Performance

  • Drive the growth of the HTW portfolio to achieve sales targets within modern trade key accounts.
  • Demonstrate strong expertise in offline channel trends, strategic roles of key accounts, shopper insights, and growth drivers to develop and execute the National KA Sales Plan.
  • Build, manage, and continuously improve strong relationships with large national key accounts, including international and local management teams and merchandising personnel.
  • Lead customer planning, category management, and space management through effective negotiation and execution.
  • Track implementation results and collaborate with key stakeholders to identify corrective actions when needed.
  • Manage departmental budgets and submit expense reports in compliance with company policies.
  • Develop contingency plans and implement gap-closing actions in response to sales shortfalls or market disruptions.

Leadership & Team Management

  • Lead and manage a team of Key Account Managers (KAMs), Key Account Specialists (KASs), and merchandisers to execute company strategy through key account channels.
  • Set and cascade KA sales goals and KPIs across territories, and regularly review implementation performance.
  • Establish performance standards, recognize high performers, and take appropriate corrective actions for underperformance.
  • Contribute to the design of incentive schemes to encourage the right sales behaviors and reinforce key account priorities.
  • Identify functional capability gaps within the team and coordinate training or development resources accordingly.
  • Recognize and develop internal talent through structured development and succession planning.

Business Development

  • Identify key drivers to unlock business opportunities for the Heineken portfolio and define KPIs for regular tracking.
  • Secure profitable yearly contract renewals with key customers.
  • Act as a business partner across functions to share KA performance updates and market intelligence; collaborate with Brand Marketing, Trade Marketing, and other support functions to drive joint KA initiatives.
  • Analyze market conditions, identify key trends, and develop long-range strategies to drive sustainable business development.
  • Monitor and respond proactively to competitive threats, and escalate critical market risks to the management team as needed.

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