HEAD OF KEY ACCOUNTS (HONG KONG AND MACAU MARKET)

What’s the role about?  
By managing three teams of around 20 employees, the role is to achieve overall yearly budget targets by engaging customers in a sustainable way and to enhance overall shopper experience with our brands at in-store level via different activations in HK & Macau markets.

Key Account Management – Hong Kong market
- Develop overall Key Accounts strategic plan to achieve yearly budget targets
- Achieve sales budget for all assigned channels
- Achieve assigned sales budget in all core categories
- Plan to spend within same (or less) A&P ratio and improve GM for assigned channels
- Improve core categories ratio to total sales budget
- Develop annual customer business plan to win partnership and maximize our brand business opportunities
- Identify business issues and proposes solutions to mitigate sales gap
- Share customer insights to drive new sources of business opportunities
- Explore new business development / initiative opportunities in key accounts
- Execute campaign / NPD launch with aligned timeline
- Promote our brands with agreed promotion pricing tiers with brand team to maintain price stability in the market
- Work closely with Brand team to identify optimal solutions on key customer strategies independently
- Conduct regular store visit to ensure / maintain our brand listing and improve dominancy and share of shelf
- Strong relationship with customer operation teams to ensure strong in-store visibility for our brand and perfect execution excellence

Retail Operation Management, Hong Kong market
- Work with Brand team to develop in-store visibility directions not limiting to POSM of launch campaigns but including store in store concept / event developments
- Maximize brand USP features and utilize online campaign materials to engage shoppers at in-store level in a consistent way to overall brand communication
- Prioritize in-store product features within a brand and among brands in same categories in yearly planning
- Drive cost efficient POSM solutions by prioritize brand resources among different campaigns / products
- Develop merchandising guideline to maintain a high operation execution standard to drive a consistent and desired shopping environment
- Create a better shopper experience with our brands via tailored shopper activations (e.g. special events, promotions or loyalty programs) with key strategic customers
- Maximize our brand in-store visibility at shop / on shelf / distribution points, liaise best shelving location to our core categories
- Regularly review promoter team performance and set the right incentive scheme to improve ROI
- Align with Brand team and take the lead to set experience execution standards (conversation / display) for brand events / roadshows
- Develop category story and channel marketing strategy to convince retailers to support our categories / brands with best shelving location in order to deliver growth agenda
- Develop and refine promoter training materials to ensure a winning brand selling story is developed and well-received by demonstrator & promoter teams to accelerate sales growth
- Lead regular product training sessions not limit to new product launch but to refresh current product portfolio knowledge to our demonstrator and promoter teams as well as key customer’s frontline operation staff, with the input by brand team and customer care team
- KPI definition to measure the POS performances 
- Yearly budget control and cost management