Key Account Manager – DTC

Overview:

• As a Key Account Manager for our direct-to-consumer (DTC) business, you will play a pivotal role in maintaining and expanding relationships with our most important clients. 
• You will be responsible for driving sales growth, ensuring customer satisfaction, and managing key accounts effectively to meet and exceed business objectives.

Responsibilities:

Client Relationship Management:

• Develop and maintain strong relationships with key accounts to understand their needs and business goals.
• Serve as the main point of contact for key clients, addressing inquiries and resolving issues promptly.
• Manage business discussion/negotiations, including TTA, DA, etc to ensure effective sales & achieving business targets and directions.
• Conduct quarterly business review and business progress updates for assigned customers
• Leverage key customer relationships to gain market intelligence and to assist successful formulary listing

Sales Strategy Development:

• Collaborate with the sales & marketing team to create strategic plans for key accounts, identifying opportunities for growth and upselling.
• Analyze market trends and customer needs to inform sales strategies.
• Develop and implement processes and strategies (local go-to-market strategies, sales strategies, and customer strategies) for assigned customers to ensure achievement of sales objectives.
• Manage sales projection (sell in & sell out), stocks forecast and stocks holding. Evaluate trends and divide business output to support strategic growth and profitability.

Performance Tracking:

• Monitor and report on key account performance, sales metrics, and customer satisfaction.
• Prepare regular reports and presentations for internal stakeholders.
• Manage and monitor assigned customer A&P trade fund/ TTA based investment according to annual budget to ensure efficient & effective usage.
• Analyse key accounts’ needs through data driven methods and structured planning & provide trade activation post evaluation analysis for review of improvement and action plan (if any). 

Cross- Functional Collaboration:

• Work closely with marketing, product development, and customer service teams to ensure alignment on client expectations and deliverables.
• Coordinate with logistics and supply chain teams to ensure timely product delivery. Negotiation and Contract Management:
• Lead negotiations for trading terms and pricing agreements with key accounts to ensure mutually beneficial terms.
• Manage renewals and extensions of contracts in a timely manner.

Customer Advocacy:

• Act as the voice of the key customer within the organization, advocating for their needs and preferences.
• Gather feedback and insights from clients to inform product development and service improvements.

Requirements:

Education:

• Bachelor’s degree in Business Administration, Marketing, or a related field

Experience:

• 5+ years of experience in account management or sales within the DTC sector
• Proven track record of managing key accounts and achieving sales targets Skills:
• Excellent interpersonal and communication skills, with the ability to build rapport with clients
• Strong analytical and problem-solving abilities
• Proficiency in CRM software and Microsoft Office Suite Attributes:
• Self-motivated and results-oriented with a strong sense of urgency
• Ability to work collaboratively in a fast-paced environment
• Strategic thinker with a customer-centric approach