Key Account Manager

Номер вакансии: 338

Местоположение: Москва, Московская область, Россия

Занятость: Полная занятость

Функция: Продажи


  • To manage and control of assigned Retail Key customers to increase share, volume and value of Mondelez company within those customers, according to the plans and targets;
  • To be fully responsible for the negotiations and activities within assigned Retail Key Accounts;
  • To achieve volume targets and objectives:
  • using Customer Business Plan and Monthly Business Review as tools;
  • constant development and improvement of relationships with assigned Retail Key Customers;
  • increase product assortment in chains, focusing on TOP SKUs;
  • ensure quick listings of New Products.
  • Negotiations with assigned Key Accounts:
  • drawing up necessary information and analysis for decision-makers;
  • negotiations on better Trade Terms and Conditions according to Company Price discount policy and best exposition on the customer’s shelves - the best display on shelves (plan-o-grams where possible);
  • Negotiate proper number of secondary displays for Mondelez products;
  • Regular monitoring of shelve prices;
  • Negotiate price alternations according to Mondelez strategies;
  • Monitor price indexes vs. competition; compare and correct it in line with Mondelez strategy indexes;
  • To analyze the process of chain development, to identify the opportunities and threats, to prepare the action plans based on the sales results and effectiveness of promotions;
  • Ensure implementation of Discount Policy (exceptions should be decided on the management level). Ensure 100% implementation of yearly agreements (and others made during the year);
  • Provide Sr Key Account Manager with all necessary reports according to the procedures. To keep SKAM and other departments informed of all specific marketing, sales, personnel, financial and operational needs as well as of all competitive activities such as promotions, merchandising efforts, new products/packages or competitive policy changes;
  • To manage the Trade Performance Deals budget dedicated to support/increase the sales within the customers of responsibility;
  • To be responsible for proper forecasting of volume for each assigned direct Retail Key Account;
  • To develop Account Planning / JBP with defined Retail Key customers;
  • To have an experience of managing & of controlling of P&L of the Retail Key customers.


  • At least 1 years of Key Accounts management experience;
  • English – Intermediate;
  • Experience in promotion implementation;
  • Excellent communication and negotiation skills;
  • Strong analytical and planning skills;
  • Strong Interpersonal and Influencing skills;
  • Selling and presentation skills;
  • PC skills (Word, Excel, Power Point).