National Key Account Manager

Blackmores Group is a leading natural health company with proud Australian heritage, with extensive reach across Asia Pacific. Founded by visionary naturopath Maurice Blackmore in 1932, our vision is to connect every person on earth to the healing power of nature by combining our knowledge of nature and science to deliver quality health solutions to people and their pets everywhere, every day.

Blackmores Group operates in over 13 markets, with headquarters and a state-of-the-art manufacturing facility in Australia, and offices across South East Asia and China.

Purpose of role:

The position requires strong leadership ability, with in-depth cross-channel knowledge of Sales, Customer Management of Modern Trade (especially Drug/Pharmacies) and Retailer E-Commerce. This role will be responsible for establish and implement strategies that have short to mid-term impact on business results in alignment with organization objective to achieve sales, profitability and growth target and manage P&L and key budgets

Responsibilities include:

• Lead and develop Annual strategic Sales Plan in alignment with Country strategic objectives to deliver Channel targets.
• Drive the discipline of delivering fundamentals of Distribution, Pricing, Shelving and Merchandising (DPSM)
• Understanding of Strategic Revenue Management is core - pricing, margin, service mix, product mix brand portfolio to accelerate business growth
• Lead O+O channel strategies and capabilities
• Identify channel-wise short and long-term priority areas and align with KAMs behind key priorities
• Lead JBP with Key customers and collaborate internally with Marketing and Trade Marketing to develop channel/customer specific plans
• Put in place core work processes and lead and develop sales strategies Review and monitor sales performance periodically and working with relevant manager refine and develop sales strategies as required.
• Management of trade investment budgets
• Maintain tight controls
• Lead negotiation of Customer Trading Terms analysis for key strategic customers to optimize trade investment strategies.
• Demonstrate and foster entrepreneurial spirit by continuously identifying, addressing, and executing on identified opportunities and mitigation of risks.
• Develop, review and approve channel demand forecast at customer level of detail by SKU and by customer
• Coordinating the gathering of market intelligence covering competitors’ products, sales strategies and provide recommendations
• Step change Selling and Channel Analytics capabilities within the Sales team

Who are you?

• A minimum of bachelor’s degree and sales experience within FMCG is highly preferable
• Proven expertise and record of success in the sales function, including minimum 4-6 years’ experience in sales leadership positions (high-performing teams).
• Knowledge of all aspects of the retail environment (Modern Trade Channels, Category Management, E-commerce, Sales Development).
• Strong Data Driven mindset, intellectual curiosity, ability to use data to identify opportunities and work with team on maximising channel, distribution, and team performance.
• Independent, confident and results driven with strong interpersonal, presentation and negotiation skills and strong financial acumen.
• Proven experience and ability to inspire a sales team and develop a fun and entrepreneurial Sales team Culture.
• High on emotional Intelligence, able to connect well with people and adapt style and approach to inspire and motivate teams and individuals to succeed

Agencies please note: this recruitment assignment is being managed directly by Blackmores Talent Acquisition team. We will reach out to our preferred agency partners if required. Your respect for this process is appreciated.