Đầu Tư & Thương Mại Thiên Hải

1.Key Account Strategy
- Work with NKAM and Planning KAM to define strategy in general and specific for each chains in the region.
- Conduct business review for region by banner on a monthly or quarterly basis and guideline action plan for team
- Have detailed action plans based on aligned strategy to develop business with KA partners
- Develop RTM (including territory, market return, stock rotation) and team organization to maximize working efficiency)
2. Collaboration with KA partners
- Build good relationship with KA partners, key stores to ensure business smoothly and highly efficient
- Work closely with NKAM and planning KAM to have right collaboration program with KA partners to develop business and analyze program efficiency
- Work with NKAM, Planning KAM to Negotiate and finalize trading terms with regional KA partners based on KA Data analysis (from Scan data, ACN, TME, Investment)
3.Territory and team management
- Distribution and coverage: find opportunities in the market and have instructions to team to reach the target
- Compliance: give detailed guidelines to KA team to make sure compliance on display, price agreements, brand campaign and trade program
- Ensure all activities to be deployed and executed in the market
- Monitor with immediate feedback for improvement
- Field coaching: have frequent field visit (at least 2 times/week) and do coaching for KA team to enhance their capabilities
- Review team's performance and have timely action plans to improve (if any)
- Ensure correct stock weight of all JTI mandatory brands and SKUs in every KA outlet
- Define market return strategy
- Monitor team's KPI: sales, visibilities, distribution and coverage, OOS situation and have timely instructions
4. Key Account chain management
- Do deeper analysis based on channel, regional and customer intelligence, data gathering and report to NKAM and other departments
- Contributes to the KA Chain evaluation and suggest corrective actions when needed
- Have timely solution and work closely with KA buyers to fix issues if happen
5. Business Development
- Contribute initiatives to develop KA channel
- Coordinate with other channel or departments for activities