Responsible for the day to day management and orchestration of the assigned Key Accounts, for the co-creation, development and for driving the implementation of the customers’ business plans, achieving customer revenue targets and becoming the dedicated focal point within CooperVision for the KAs business.
To drive the sales growth by managing the business strategy within the designated Key Account base by meeting and exceeding all operation, sales and performance objectives.
Scope:
Responsibility for the development of the relationship with designated Key Accounts, and for sales in the region of a relevant revenue. Internal accountability through interactions with customer business teams and key stakeholders in country marketing, customer marketing, business analytics, customer services and European marketing functions. External accountability for designated key accounts. Increase CooperVision share of wallet within each the Italian Key Accounts. Coordinate and implement International agreement at the local Italian level.
- Ability to build, lead and coordinate cross functional resource to provide value-adding winning solutions for both customer and the Company.
- Develop customer annual business plans that deliver both revenue growth and the business’ commercial strategy through understanding customer needs and KPIs and the impact on their financial models, ROI and profitability / revenue targets.
- Deliver overall category growth for the customer through management of the key category drivers.
- Gain acceptance of these plans by the customer’s decision-makers and internal stakeholders.
- Prepare portfolio-specific programmes which are fully evaluated and agreed to deliver maximum revenue.
- Post evaluate results and effectiveness and act on any key learnings – share learnings with team.
- Monitor and control account development spend within agreed budget.
- Manage a timely and accurate forecast and business planning tool utilizing S&OP practices.
- Utilize insight through data and fact-based rationale to support forecasts and plans for additional activity.
- To develop and maintain good, professional, and efficient working relationships with the customer.
- Develop an extensive contact strategy that includes buyer, controller, merchandising, marketing, store operations and supply chain.
Customer Planning and Management
- A long term, strategic focus in all interactions, using insight and business selling skills.
- to identify and maximize joint opportunities.
- Customer business expertise and commercial understanding.
Business & Financial Acumen
- Demonstrate a clear understanding of ROI, forecasting tools and financial evaluation tools.
- Demonstrate a clear understanding of corporate vision and strategy.
Insights into Action for Results
- Be able to interpret and use financial and market data to influence.
Partnership Selling
- To understand individual interests and have the ability to challenge, influence, and build excellent partnership relationships with customers and internal stakeholders.
- A team player who is confident and able to communicate effectively in a complex matrix managed business.
- To be able to continually assess the situation and adapt behaviour accordingly.
Triple Win Negotiation
- To have the ability to think creatively and deal effectively with the unpredictable and uncertain and seek competitive advantage from it.
Category Leadership
- To be an effective change agent with a focus on category, quality and service excellence.
Other
- Demonstrate high level of written and spoken English (C1-C2 level).
To be a highly energetic self-starter with a passion for making a difference
- Minimum 5 years of professional experience in a professional business to business environment; consumer health industry, optician environment is an advantage.
- Work experience in a commercial function, preferably B2B sales or customer relationship
Experience in strategic penetration of major customers.
EDUCATION
- As a preference be educated to degree level or equivalent (e.g. Economics, Business).
Optician/Optometrist is a plus.