The account management of specified customers to build profitable sales growth for Retail Hair in the Critical Grocery & Discounters channel . In this case the challenge is clear, to maximise performance within the selected retailers via successful account management to continuously improve performance in both revenue and profit. Business Planning

Understanding of customer objectives and direction
Plan, develop, agree and implement an annual Joint Business Plan with the specified customers, activating contingency plans when necessary.
Agree promotional forecast with Demand Planning to support the achievement of annual Forecasting Accuracy objectives
Agree monthly promotional support packages with customers including second sites, trade marketing and on line support
Ensure that all opportunities for New Business in the channel - either whitespace or expansion with existing customers is seized upon and implemented with excellence
Agree listings for all new products and brands as appropriate
Negotiate cost price changes with the customer as appropriate
Submit all cost price change paperwork to the account and internally in an accurate and timely manner
Build contacts with the forecasting and supply chain teams within the customer to work together to manage the most cost effective supply chain delivering all potential operational efficiencies
Manage monthly, quarterly and annual sales forecasts and provide rationale to AD of Sales
Review business performance of accounts to ensure on track and course correction in place
Manage Gross to net controls (trade spend) to optimise profitability
Manage an investment plan to drive consumer awareness whilst maximising profitability
Deliver maximum consumer engagement from trade investment
Accurately prepare financial accruals and implement these with the Commercial team
Work with the customer and Customer Services to minimise receivables to achieve target Debtor days for the customer
Authorise all invoices for payment within 7 days of receipt or manage prompt agreement to amend or cancel invoices if raised in error by the customer
Build relationships with the specified retailers at all levels of customer business across both buying and other functions as appropriate (supply, merchandising)
Be the voice of your customers within Wella Retail Hair
Escalate appropriately on important issues or ones that cannot be resolved
Ensure great execution of activity instore

Operated successfully at NAM
Planning & monitoring: Advanced
Analytical skills: Advanced
Consumer / shopper insights: Proficient
Communication & influencing: Proficient
Negotiation & sales management: Proficient
P&L management: Proficiency
Budget planning: Proficient
Customer management: Proficient
Communicates effectively & delivering impactful presentations
Shows a strong sense of individual accountability and able to work with autonomy
Is a change champion and pioneers new ideas and approaches
Committed to deliver results and goes after the stretch target
Has a flexible approach and adapts to challenges and changing priorities as needed
Makes fast decisions balancing intuition and facts

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