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Key Account Manager

Vinataba - Philip Morris Ltd., Ho Chi Minh City Branch
Updated: 13/01/2021

Employment Information


  • Laptop
  • Chế độ bảo hiểm
  • Phụ cấp
  • Chế độ thưởng
  • Chăm sóc sức khỏe
  • Đào tạo
  • Tăng lương
  • Phụ cấp thâm niên
  • Nghỉ phép năm

Job requirement


The Key Account Manager will be an integral member of Consumer Experience team to strategize, develop and execute Key Account development strategy which in line with company strategy about business growth, share, investment to ensure sustainable growth and profit. This role will also oversee the company relationship and business with its most important Key Accounts, be responsible for maintaining and developing long term business relationship with existing and potential Key Accounts by understanding and servicing their needs to a win – win relationship.

Critical stakeholders:

o Head of Consumer Experience

o Head of Retail

o Commercial team

o Distributor team

o Marketing team

o Digital team

o Consumer Journey team

o Customer Care team

o Commercial Operations team

o Operation Customer Service team

o Corporate Communications team

o External Affairs team

o Legal team

o Enterprise Analytics team

o Regional and Global Commercial deployment team

Key accountabilities:

1/ Develop, monitor and manage a portfolio of Key Accounts, in accordance with the company and brand strategy:

o Create an annual business plan/trade marketing plan taking into account levers of growth to achieve company and brand results (sell-in, sell-out, share of market, LAS/ LAU, lead generation, brand awareness, brand visibility, ROI) within Key Accounts.

o Lead and participate in the negotiations with Key Accounts on contracts, key launches, space, location, stock, SOP and relevant matters. Establish and develop partnerships and strong relationships with Key Accounts.

o Establish and implement plans with Key Account including but not limited to trade marketing/animation/ merchandising/training/ digitalization. Follow up KPIs, budget, return-on-investment. Support the development and business of Key Accounts

o Prepare and conduct brands strategy meetings or cycle marketing’s with Key Accounts for business planning, alignment or review.

o Drive and improve the performance of Key Accounts by immediate supports and proper problem solving solutions

o Monitor contract compliance associated with company policies, legal requirements and brand guidelines. Manage POSM, visibility, stock, SOP agreements with Key Accounts

o Engage and collaborate with Key Accounts ‘relevant teams to deliver brand and trade plans. Conduct briefing/ training/coaching for Key Accounts’ Key Stakeholders and Store Staff

o Co-ordinate with distributor and internal functional teams to ensure proper compliance, operation, deployment and execution.

o Manage Key Account budgets, payments and all related process in compliance with financial and accounting requirements

2/ Channel Strategy & Planning

o Assess overall commercial potential for Key Account Channels in the entire market based on customer and consumer insights and determine appropriate operation model in alignment with Key Stakeholders (internal, external)

o Lead the development of Key Account activity plans in order to communicate and elevate the product brand equity and positively impact consumer experience/journey.

o Ensure that the framework and plans are approved from local senior management aligned with other stakeholders / work streams.

o Co-plan and work with distributor/salesforce/ field force on territory segmentation, to select and test new model, approach (if any)

3/ Project & Budget Management:

o Together with specific project team, set clear & measurable project goals, establish comprehensive project tasks and a realistic timeline for completion by assigned parties, evaluate progress and make right adjustments as needed to ensure achievement of desired results.

o Coordinate closely with PMO team for project development, deployment, assessment, and budget and resource requirement.

o Manage budgets in the area of responsibility, ensuring budget approval, cost efficiency and ROI.

4/ Build and develop strong team (including contracted staff) to achieve company, brand strategy and business KPIs

Job requirement

  • At least 5+ years leading relevant brands or organization with key responsibilities related to Commercial, Business Development  and Key Account Management;
  • At least 2+ years of management role related to Key Account Management;
  • Negotiation skills and partner management;
  • Strong people management and development;
  • Analyzing large-scale, multi-channel consumer data;
  • Experience of working in lean, test & learn environment(s).

More Information

  • Qualification: Đại học
  • Age: Unlimited
  • Job type: Permanent

Company Overview

Vinataba - Philip Morris Ltd., Ho Chi Minh City Branch Number of employees: 100

Welcome to Philip Morris International (PMI) in Vietnam.   PMI is a leading international tobacco company, with a diverse workforce of around 77,000... View more

Key Account Manager

Vinataba - Philip Morris Ltd., Ho Chi Minh City Branch