Key Account Manager | Sales

1 week ago

Cebu City, Central Visayas, Philippines CITADEL Pacific Ltd. Full time

Job Purpose:

The B2B Key Account Manager develops, manages and further grows the Branded Bulk LPG in Visayas. Delivers both volume and margin targets through effective key account management, direct business model expansion, and maximizing business opportunities through the FUEL CONVERSION strategy. Be the face of Isla LPG or Solane in delivering the business targets and key initiatives according to the CITA culture and Sales First principles. Responsible for ensuring 100% account retention through LIVE contracts, business expansion and development, as well as timely resolution of customer concerns and requirements.

Principal Accountabilities:

  • Responsible for the development of key accounts and professional haulers assigned, in compliance with sales and finance policy and all legal and technical standards.
  • Implements ILC policies, channel transformation initiatives, and key accounts strategies.
  • Implements and executes business reviews and business plans with key account customers.
  • Manages and monitors volume performance daily and provides feedback to the account manager.
  • Prepares monthly Contact Plan, executes it, and provides weekly feedback to the Line Manager.
  • Coaches key accounts staff in managing and growing their business.
  • Ensures recovery of customer overdue.
  • Implements actions proposed by the business and/or by the Line Manager and reports timely about the results of these actions.
  • Monitors commercial installation after contract signature (verifies compliance with safety regulations and tightness tests for installations).
  • Plans, monitors, and achieves individual and team sales targets.
  • Develops, updates, maintains, and communicates the customer strategy for customers within the portfolio, records all customer interaction, and plans/allocates tasks to meet customer needs.
  • Responsible and proactive on HSSE issues that affect the individual, the office environment, and their customers.
  • Accountable for own development plan to continuously improve competencies (knowledge/skill/behavior).
  • Defines and executes the overall business plan (including call plan) for all customers in the portfolio.
  • Monitors competitor activities and implements strategies to counter them.
  • Ensures all service providers carry out the agreed terms.
  • Actively uses available systems optimally and keeps customer contacts up to date and/or actively ensures accuracy where others perform these tasks.
  • Provides backup within the sales force when required.
  • Ensures all customer contracts are updated and enforced. Responsible for the development of team members' individual competencies.

Behavioral Responsibilities

  • Provides consistently high-quality customer service in a busy, results-focused environment.
  • Proactively keeps the customer informed throughout the call management process.
  • Suggests ideas and improvements to contribute to the ongoing enhancement of the efficiency and effectiveness of the team and other functions.
  • Meets the individual KPIs prescribed for this job and actively supports the team's efforts to meet the team KPIs.
  • Embeds LAT behaviors, Sales First, and Enterprise First approaches in doing things.

Key Activities

  • Ensures that all interactions with key account customers are properly captured and communicated to other service providers using appropriate systems.
  • Provides guidance and consultancy advice to existing business partners.
  • Works with other teams and third parties (e.g., indicators, technical assistant) when necessary to provide an efficient and cost-effective service to the customer and to deliver CVP.
  • Contributes to a knowledge-sharing and learning culture within Sales to develop Sales and Marketing expertise.
  • Keeps a record of prospective call-in customers via SPANCOP.

Key Challenges:

  • Achieving market share leadership in each zone.
  • Increasing volume in each zone despite increasing prices well above break-even levels to ensure an attractive and sustainable business for Solane and its channel partners.
  • Implementing significant business changes within a short timeline and under extreme competitive pressure.
  • Executing channel transformation in each zone towards "fewer, bigger, better" channel partners.
  • Improving controls, processes, and ways of working for the sales team.
  • Influencing behavior and cost management of operations team (in each Filling Plant) without direct supervision authority.
  • Developing a high-performance Key Accounts' Sales Team - agile and with an external-focused culture.
  • Managing business MIS and business data critical for business analysis.

Qualifications:

  • Minimum 1-2 years combined marketing and channel management experience.
  • Ability to plan and execute channel transformation.
  • High personal effectiveness, able to command respect without direct authority.
  • Ability to work independently with minimum supervision and support.
  • Prior experience in FMCG channel/distribution management strongly preferred.
  • Demonstrated Enterprise First mindset and actions (looking beyond department "silo" and contributing to business unit/ILC bottom-line).
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