Petcare Key Account Manager

Job Description
Job Purpose

• Maximise customer engagement by winning 'heart & minds' of the customer
• Drive profitable category growth both the customer and Mars and increase market share across petcare category
• Execute plans in accordance with Mars overall category and brand strategies

Responsibilities
The jobholder must strong customer relationships with the account headquarter, working not only with buyers, but also with other key personnel/stakeholders from the retailer. The jobholder should develop a strong interface towards Category Management, Field Sales, Marketing, Logistics and Finance to optimize the use of competencies to drive top & Bottom line growth and business shape down to account contribution within the account. The jobholder needs to deliver business targets (planned NSV, TE, MAC, NSV/Ton and other agreed KPIs) as agreed with Key Account Team Manager.

Customer & Channel Leadership

• Apply the Mars collaboration standards to plan and conduct negotiations with customers in line with Mars defined strategies and plans in order to: develop joint business plans and setting joint business targets, negotiate terms and conditions (e.g. credit policies, logistic, distribution, turnover, fair share etc.), negotiate listings, placements, shelf space and planograms, execute activity/promotion plans and investments in line with Mars brand, category and channel strategies
• Develop and implement plans according to Strategic Customer Matrix to drive category growth and increase Mars market share
• Be the key source of information and knowledge regarding the account / channel internally and externally
• Drive Customer Engagement agenda with Customer centric mind set

Category Expertise & Leadership

• Establish and strengthen Mars as a category captain
• Implement category leadership projects
• Build and maintain effective relationships with Customer Marketing, Category Management and Marketing Teams to ensure information flow to and from customer and to make shopper and customer insights operational
• Manage category share and planogram initiatives

Excellence in Physical Availability

• Drive share of shelf (minimum fair share) and assortment in close cooperation with the Category/Space Manager
• Deliver availability and visibility both quantitatively (distribution, coverage, etc.) and qualitatively (placement, touch points, etc.) via close cooperation and communication with Field Sales
• Secure listing of defined promotional displays in order to secure effective promotional coverage for Field Sales

Skilled & Engaged Sales Associates

• Have a holistic mindset to drive Customer Engagement
• Be a collaborative Team player
• Share knowledge and best practice within the Team and on North Europe level

Sales Operating System

• Timely feed the S&OP process with accurate information
• Forecast timing and volume per subsegment and promotional activity to achieve accuracy leading to minimum out of stock and minimize stock level costs
• Forecast pipeline volumes for launches/re-launches in line with defined processes
• Overall responsible to validate account forecast in close cooperation with Demand Planners
• Responsible for account P&L, understand key drivers and handle the account budget

Global Sales Connectivity

• Ability to represent and drive the customer agenda internally and Mars externally

Qualifications

• University degree or equivalent
• Fluent in Danish and English
• Minimum 3 years of Account Management experience
• Knowledge of retail trade and its working practices, with specific expert knowledge on the ways of working of his/her accounts
• Knowledge of competitive landscape
• Knowledge of category trends and in-store solutions

What can you expect from Mars?

• Pensions
• Attractive financial conditions with Business Bonus.
• An industry competitive salary and benefits package
• Affordable workplace lunches
• Fitness allowance and free access to Gym at workplace
• A modern and pet friendly office environment.
• Comprehensive safety and well-being benefits, including life insurance, health insurance, and Employee Assistance Program.
• Support in career building through personalized development plan.
• On-line shop with attractive discounts on our products that your family and friend are going to love.
• Possibility to participate in volunteering initiatives during working hours.
• Work with over 140,000 diverse and talented Associates, all guided by the Five Principles.
• Join a purpose driven company, where we're striving to build the world we want tomorrow, today.
• Best-in-class learning and development support from day one, including access to our in-house Mars University.