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Key Account Manager at FrieslandCampina

Sales Management

  • Ensure (National & Regional) sales plans in line with the brand & business unit.
  • Development, implementation and management of the trading terms strategy and deployment in line with Company’s objectives, TTS guidelines and definitions of defensibility—thereby ensuring healthy CCS. (Initially benchmarking the Cost to serve TT, Preferred Outlets, etc. incl all payouts )
  • Ensuring regional planning of activations and secondary sales force budgets, yet centralized budgeting and control through MTM (Modern Trade Manager) in line with the category plans and objectives.
  • Focus on Demand Generation Activities through innovative and impactful activations thereby ensuring “Consumer Delight”.
  • Continuously benchmark and evaluate the business structure which is most conducive to channel needs with a long term perspective.
  • Ensuring effective and efficient coverage model-both internal and outsourced
  • Robust sales planning process at the regions along with the Joint sales plan with the accounts to ensure healthy fill rates (>85%)



  • Develop Customer Management structures, strategies and Management techniques as well as the skills and competence of the Account Management team personnel, in line with Company’s business needs.
  • Develop and manage trade customer business relationships at a senior level and ensure through the KAM team that this is done at all levels, to the benefit of the company.



  • Development and positive impact on the mindset of team
  • Performance Management of team
  • Relationship management across other commercial function.
  • First degree (Master’s degree will be an added advantage) with minimum of 8 years’
  • 4 or more years’ experience in Senior Sales position and over this period has successfully delivered on all KPIs
  • Demonstrate ability to lead and or participate in commercial teams
  • Good understanding of sales function
  • Experience in managing channel and trade
  • Good knowledge of interrelationship of key functions and their key initiatives (Sales, Marketing, HR, Supply Chain).
  • Drive Sustainable Profitable Growth
  • Integrated Customer Relationships and Collaboration

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