CooperVision Channel Key Account Manager in Kuala Lumpur, Malaysia
- Job Summary *
A regional role, focused on developing strategies and long-term action plans for CooperVision’s strategic customers and key account primarily in Malaysia to build partnerships that secure mutual long-term growth and deliver joint value for customers and CooperVision. Ensure key account customers see CooperVision as “supplier of choice” in the optical market.
- Scope *
Responsible for a portfolio of Key Accounts and groups within countries of scope. This individual will be responsible for maximizing CooperVision’s growth in certain high-volume accounts. The sales contribution for the Channel Key Account Manager is 50% of CVI Malaysia total sales (i.e. USD4Mi). This role manages a team of Key Accounts Executives.
Essential Functions *
Develops partnership working relationship with accounts and manages assigned accounts to maximize income / revenue and profitability and ensures execution of the agreed plans, promotions and campaigns as well as achievement of sales budgets at customer and group level.
Identifies customers’ business needs at corporate level by demonstrating deep knowledge of customers’ business and engagement with their key functional departments.
Manages the development of customer business plans and maximizes account revenue and profitability in the short and long term and creates innovative solutions to maximize selling opportunities. Uses financial insights and value chain knowledge to make effective revenue and profit decisions.
Actively and regularly monitors and controls revenue, spending and resources in line with developed plans and provides accurate sales and OPEX forecast. Feedbacks sales performance to accounts and groups.
Be recognized as thought leader in the category by strategic customers and within CooperVision.
Interfaces with all departments to insure continued sales growth within accounts. Most importantly, coordinates with Marketing to create relevant programs to maximize growth and with Sales to implement strategies and tactics.
Develops a strong understanding of CooperVision’s (CVI’s) culture, products and sales policies and of the optical chains and groups within Malaysia with emphasis on specific chains and groups.
Continues to develop overall sales abilities and attends any sales courses deemed necessary by their manager.
Creates high-quality sales presentations and Customer Business Reviews in accordance with company guidelines using approved literature and sales programs and presents at customer and CooperVision senior level
Prepares presentations, proposals, plans and contact reports as necessary.
Participates in strategy sessions for development of sales programs, pricing and policies.
Develops an extensive knowledge related to competitive contact lens companies.
Communicates necessary information to appropriate departments-including coordination of efforts between multiple departments.
Learns and utilizes CVI software programs to enhance sales and provide information as required.
To proactively engage their direct reports in development planning which may include mentoring, coaching on relevant key competencies as well/as/partner in on-site trade//visits to strengthen the team’s skills and customer management.
Knowledge, Skills and Abilities *
Clear and concise communication skills both verbal and written and ability to communicate at all levels, including senior executives / board level
Strong ability to deliver integrated action across different groups and geographies
Strong reporting skills and effective research and resourcing methods
Analytical and problem solving skills from strategic perspective
Experience of category management within a customer environment
Pro-active and self-driven highly motivated team player
Excellent attention to detail
Work Environment *
Travels extensively to customer accounts within the covered market.
A minimum of 10 years’ business experience with five years related field sales experience in FMCG or healthcare B2B environment
Minimum 5 years of experience as a Key Account Executive, working and negotiating with senior head office based customer
Delivered successful, high profile customer campaigns
Prepared and delivered meaningful and insightful customer business reviews
Prepared and delivered strategic, forward focused Customer Business Plans
Bachelor's degree or equivalent is required
Title: Channel Key Account Manager
Location: Malaysia-Kuala Lumpur
Requisition ID: KUA0063