Key Account Manager

• Higher education, fluent English (verbal & written)
• 3-5 years of experience on similar position with budget & sales targets responsibilities
• Minimum 2 years strong involvement in management of customer contracts/yearly negotiation cycles
• Responsibility for delivering sales targets for minimum 3 different customers from different channels (retail, on-line, distributor)
• Min 1 year experience in people management (sales assistants, representatives, merchandisers, promotors, distributor Sales Force, etc) with formal performance evaluation
• Creation of "selling stories" based on synthesis of sell-in, sell-out, market and consumer researches
• Driving license, market knowledge about key customers & their process, trends in a given category

• Deliver turnover and profit on monthly basis based on Panasonic Business Plan and committed forecasts
• Negotiate sales contracts with customers under supervision of Business Director and then execute trade terms based on them
• Develop and execute Quarterly Business Plans under supervision of Business Director/Marketing Team/Product Manager with assigned customers incl. portfolio, promo, prices, distribution
• Secure payment collection on time
• Provide sales forecast based on stock / sell-out / sell-in data within framework, tools and deadlines of internal planning cycle
• Constantly search for and communicate business opportunities for turnover and profit growth (new channels, markets, customers, products, competitors activities, promo activities, etc)
• Propose solutions / countermeasures / give structured feedback to spotted business risks and not delivered targets
• Ensure Stagnant Stock at assigned customers within agreed KPI on quarterly basis
• Represent company on all events, trainings, workshop, trade fairs
• Ensure distribution / ranging of Panasonic products at assigned customers
• Execute target listing at given customers at the agreed number of stores with agreed stock level / parameter
• Monitor listings and stock level on weekly basis based on merchandisers reports and POS data and fast react to ensure stock on shelf
• Ensure shelf share is minimum = market share
• Manage Marketing budgets under supervision of Business Director - invest into activities that give ROI and sell-out growth + settle these budget on monthly basis with Finance Department
• Execute on time promo activities with given customers with cooperation of Marketing Department and Product Managers in a way of Quarterly Business Plans
• Agree with customer in-store visibility of Panasonic brand: permanent displays, temporary secondary placement, baskets, etc. and executes these agreements with merchandisers team and trade marketing
• Ensure proper level of stock for any promotional activities with customer
• Set the monthly sell-out targets for promoters and activity plans to merchandisers based on Quarterly Business Plan
• Track competition promo activities and propose solutions for internal Marketing Plans
• Participate in development of Category Marketing Activity Plans with close cooperation with Marketing Communaciton Managers
• Build organizational knowledge by evaluation of effectiveness of promo activities min once a quarter
• Analyze benchmark of competition products and its influence on sell-in and sell-out of Panasonic min on weekly basis
• Align with Product Managers local pricing strategy based on competition benchmark
• Manage Stock Compensation, Sell-out Allowance within existing procedures
• Ensure target listing across key selected indirect customers
• Work out and execute Quarterly Sell-out Business Plans for key indirect customers
• Regularly visit key indirect customers together with distributor sales team to execute listings, promo activities, etc
• Manage distributor stock and sell-out
• Doing other tasks assigned by supervisor not mentioned above.

Panasonic is a worldwide leader in the development of electronics technologies and solutions for customers in the consumer electronics, housing, automotive, and B2B businesses. Celebrating its 100th anniversary in 2018, the company employs more than 20,000 people in Europe.

With more than 30 years of experience and Sales in more than 120 countries worldwide Panasonic is one of the global leaders in the Heating- and Air-conditioning. With Sales companies in more than 30 countries in Europe we offer our customers innovative Heating and Air-conditioning solutions, that are able to exceed customer requirements. Our key to success is Panasonic’s investment in R&D, Manufacturing and Training, to create innovative, state-of-the-art technologies as well as strong sales partners to effectively distribute and make them available to customers all over Europe.

Panasonic is an Equal Opportunity employer committed to diversity and inclusion in the workplace.