Export Sales Key Account Manager

Groupe Seb İstanbul Ev Aletleri Ticaretleri A.Ş.

The Key Account Manager has the mission to implement in the best profitable and efficient way the business activation strategy of the Group towards the assigned Key Customers within the Brand/Product portfolio for his dedicated market, aligned with national/International agreements of the Group with the Key Customers.

·       The KAM must take into account the distribution evolution of new Channels (Export&B2B) and new local and/or new international Purchase Groups Alliances

·       He/She must adapt his/her action/negotiation to the local competitive landscape (internal and external)

·       The complexification of the business relationship with our customers implies to coordinate all the stakeholders of the commercial process (Supply chain, Legal, Sales Administration, Catman, Training, Digital Activation, litigation….)

·       Fast moving competitive environment: Need to maintain a constant competitive watch

MAIN PURPOSES OF THE JOB:

·       Monitoring Export&B2B sales&logistics operations and sales targets

·       Managing retail and trade marketing operations for customers

·       Monthly sales forecasting, customer risk management and payment tracking

·       Continuous communication with product managers to dynamically determine product range and pricing

·       Management of local Account Manager and promoter team in Azerbaijan to increase retail activities.

·       Developing communication with existing and potential B2B customers

·       Respect and execute the Corporate Brands strategy :

o    Marketing Activation plan (Brands, Categories, …)

o    Customer Function Rules

o    Align Offline/Online business goals and strategies with Guidelines

·       Develop a long-term trust relationship with a portfolio of major clients:

o    by developing value creation on both side

o    by piloting the maximum profitable global development of our commercial activities 

o    By convincing the customer to select SEB as Category Captain in key categories and collaborate with our Trade Marketing team

o    Organize at least one a year TOP2TOP meeting with key customers

·       Expand the relationships with existing and potential customers in a win-win collaboration by acquiring a deep understanding of key customer needs and requirements

o    Ensure the correct products and services are delivered to customers in a timely manner

o    Resolve any issues faced by customers and deal with complaints to maintain trust

o    Follow financing issues and manage risks (Payment/Coface insurance …)

·       Optimize our Revenues & Profit :

o    Successfully negotiate Annual Trade Terms contract 

o    Create a Yearly Key Account Plan by categories

o     Build a Joint Business Plan with the customers including Online and Offline activities

o    Maintain a good balance between the regular and promotional business

o    Optimize the costs and return on investments (head of gondola, leaflets, demo, POS material, etc...)

·        Develop our Market Share for both SDA & Cookware categories:

o    Increase and control quantitative and qualitative assortments by including minimum twice a year the new products

o    Organize training products sessions with the appropriate service to deliver the best sell out