KAM, manager of work with trade networks in MISSO, TOV

We are not just looking for a manager of work with key customers, but a strategic partner for our retail partners who knows how to speak their language - the language of profitability of the category.

You will work with large B2B clients (chains, distributors), but your main goal is to make our product better sold to the end consumer. To do this, you need to understand not only the terms of shipment, but also:
- how the shelf is arranged in the store
- how the consumer behaves
- which CUs work and which just take up space
- how price and promotions affect demand
- where we lose sales due to the absence of goods, incorrect display or poor visibility.

Key tasks:

• Maintaining full-fledged relations with key B2B clients (retail networks, distributors, etc.), conducting negotiations
• Formation and agreement of trade terms, payment terms, logistics schemes.
• Development and implementation of individual cooperation plans with each key client
• Planning and control of shipments taking into account real demand
• Analysis of secondary sales, balances on TT, speed of turnover by SKY
• Monitoring the availability of goods on the shelf, identifying gaps in coverage
• Development of recommendations for optimizing the assortment matrix for each client/format
• Formation and launch of promotional activities, control of their effectiveness
• Implementation of a category approach: analysis of consumer behavior, competitors, price position, impact of layout
• Participation in the development of a strategy to increase market share - through assortment, price, promotion, elimination of sales obstacles, etc.
• Creation of regular reporting: sales analysis, recommendations, plan for the next period
• Coordination of work with internal teams: logistics, marketing, finance, category management
• Setting up and maintaining data in CRM - history of communications, tasks, coordination
• Analysis of the competitive environment: assortment, prices, promotional activities, positioning
• Quality control of the fulfillment of conditions by the client (payment, returns, implementation of promotions, etc.)
• Participation in the development of new products / SCU taking into account the requirements of retail and consumers
• Building a long-term strategy for the development of the client - not only a monthly plan
• Ensuring clear communication between the client and the company - without technical holes

What we expect:

• Work experience of 2 years in FMCG - in the role of KAM, category manager, brand manager
• Direct experience of working with large retail chains (ATB, Foxtrot, Auchan, METRO, Novus, EcoMarket, Thrash!, Silpo, Bila Romashka, MEGAMART etc.)
• Ability to work with secondary sales - not only with shipments
• Experience in analysis of balances, turnover, coverage days
• Proficient in Excel
• Understanding the logic of pricing, markups, marginality
• Experience in calculating the effectiveness of promotions
• Knowledge of the principles of category management: assortment matrix, planograms, etc.
• Understanding B2C logic: how the consumer makes a decision that affects the purchase (price, removal, brand, promotion)
• Experience in building economic models forcustomers: what will happen if...
• Ability to work with large volumes of data and make specific recommendations from them
• Skills to negotiate
• Experience in planning the assortment for different formats (discount store, supermarket, HoReCa, e-comm).

It will be an advantage (preferably):

• Experience working at the same time in B2B and B2C
• Experience of working in international companies
• Experience of introducing new products to retail
• Experience of working with e-commerce platforms
• Availability of own contacts in networks
• Experience of working with private brands

Working conditions:
Mon-Fri, 8:00-17:00, st. Velika Kiltseva 4M.
Official salary.
No reservation.