National Key Accounts Manager, TOP LKA

Номер вакансии: 145

Местоположение: Москва, Московская область, Россия

Занятость: Полная занятость

Функция: Продажи


1. Volume targets for the assigned sales channel setting and achieving in line with GSCP’s Category Strategies & Priorities;
2. Ensure efficient usage by team members standard tools for managing Local Key Accounts under GSCP guideline:
- Monthly Business Review – basic tool for volume planning;
- Customer Business Plan;
3. Distribution:
- Increase product assortment in chains;
- focus especially on TOP SKUs in each chain to avoid any out of stocks;
- ensure quick listings of New Products;
4. Sales analysis as determined by GSCP:
- effectiveness of promotions;
- comparisons of sales profitability by chain;
- volume development during the year by chain and in the LKA portfolio in general;
- action plans based on the analysis;
- Continuous search for sales increase opportunities.
5. Display & Pricing agreed with GSCP:
- Negotiate the best display on shelves (plan-o-grams where possible);
- Negotiate proper number of secondary displays for MDLZ products;
- Regular monitoring of shelve prices;
- Negotiate price alternations according to MDLZ strategies;
- Monitor price indexes vs. competition; compare and correct it in line with MDLZ strategy indexes.
6.Yearly Agreements negotiations and fulfilment/implementation under GSCP guideline:
- Set in agreement with SD Discount Policy for yearly negotiations (discount level and structure; payment terms; promotional budgets; assortment);
- Support AKAM’s in yearly negotiations with LKA’s;
- Ensure implementation of Discount Policy (exceptions should be decided on management level);
- Ensure 100% implementation of yearly agreements (and other made during year).
7. Trade Performance Deals budget management aligned with GSCP:
- monitor TPD spending vs. turnover development per chain and LKA dept.;
- secure TPD spending level in line with agreement and internally agreed budgets.
8. LKA department co-ordination:
- Focus on all areas to secure implementation of company business strategies and ensure focus on business drivers of all team members;
- Regular communication in both ways ensuring quick implementation of HQ agreements on outlet level;
- Implement motivational system to support innovation and creativity (within agreed standards) on outlet level increasing availability and visibility of MDLZ products. 
9. Know the ethical and legal compliance responsibilities of the position; lead ethically and model compliant behavior; maintain an environment where employees can speak up without fear of retaliation; ensure employees in area of responsibility understand the compliance responsibilities of their jobs and actively participate in the compliance program;  know and follow the rules and requirements of the Code of Conduct and other policies and procedures of Mondelez International.


  1. Bachelor Degree is required, major in Management, Marketing or economics preferred;
  2. 3-5 years of work for FMCG company in a managerial position in a sales function;
  3. 3-5 years of experience on managing National Key Accounts;
  4. Analytical skills and experience in strategic (long term) planning;
  5. Experience in building and maintaining proper business relationship with customers;
  6. Excellent  negotiation skills;
  7. Presentation skills;
  8. English. Minimum requirement: Upper-intermediate level with expectation to reach Fluency within 1Y.