KAM UNCONVENTIONAL CHANNELS

Asahi Europe & International (AEI) is part of Asahi Group Holdings (AGH), a global beer, spirits, soft drinks, and food group with leading positions in European and Asia-Pacific markets, listed on the Tokyo Stock Exchange, Japan. As of November 2020, Asahi Europe & International Group runs 19 production facilities in 8 countries across Europe and is the custodian of some of the best beer brands in the world, including Asahi Super Dry, Pilsner Urquell, Peroni Nastro Azzurro, Grolsch and Kozel. Within the Asahi Group, the remit of Asahi Europe and International is also to develop and manage all export markets globally, outside of Japan and Oceania. Covering 90 markets and with over 10,000 passionate colleagues on board, the business is well positioned to inspire people around the world to drink better. 

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Role Overview:

• Achieves sales operational objectives for allocated customers as per strategic plans and reviews and contribute with sales information, insights and recommendations for preparing Unconventional Channels strategic plan; (gas stations, online sales, local networks, subsidiary networks)
• Actively involves in yearly negotiation scenario building & negotiation mandates consolidation; 
• Provides timely, accurate, market insights and recommendations to formulate Modern Trade pricing strategy and implement approved pricing structure on all company products, while striving to maintain maximum profit margin within Unconventional Channels customers;
• Contribute and coordinate direct reports toward delivering sales financial objectives and forecasting requirements for allocated customers; prepares Modern trade annual budget in collaboration with the rest of Group KAMs; schedules affiliated expenditures (trade of terms, OpEx); analyses variances; initiate and supervise corrective actions.

 

Responsibilities:

              Build and maintain strong partnership with customers; identify new customer opportunities:

• Directly manage major and critical developing customer accounts allocated, and coordinate the management of all other allocated customers with Unconventional Channels networks;
• Accountable for building mid/ long term sub-channel strategy with focus on increased business performance and improved profitability level for the allocated group of customers.

              Regularly analyse customer and market trends and build plans based on insights:

• Analyse mid-term business trends from all internal sources (Insights, Marketing, Trade marketing,;
• Provides higher management with various analysis/ insights related to allocated subchannel, in a complete, relevant, effective and timely manner; (proactively or on request).

Unconventional Channels coordination

• Monitor 5P's execution performance (including availability, pricing and share of shelf) and ensure risks and gaps versus plan are quickly & efficiently addressed and resolved;
• Develop efficient customer collaboration models and Joint Business Plans with allocated customers, with the aim to identify best solutions to secure availability for UB portfolio according to customer strategy, along with proper share of shelf/ share of assortment;
• Keep close relation with associated management team from Unconventional Channels customers;
• Provide guidelines for customers plan building and track the implementation according to UB’s strategy (inclusively activation calendar, X+1 annual strategy and TPR allocation/ benchmarks);
• Track revenue performance for Unconventional Channels and initiate corrective actions/ mitigation plans to address all potential deviations;
• Supervise the level of execution of customer activities (by using internal reports, keeping permanent communication with Field Sales peers, performing frequent market visits, and others)  .

Customer Planning & Execution:

• Estimates customer sales at product level on short and medium term and timely& completely incorporate them into internal forecast;
• Analyse opportunities/gaps and propose the action plan and resources needed to achieve/ overdeliver the internal sales objectives;
• Negotiate and conclude with the customer the implementation of Activity plan and achievement of sales targets;<