Modern Trade Manager

Forecasting Accuracy

• Having the right products, in the right place, at the right time is key to company’s success.

Tight Budget Controls

• Key Account Manager manages a significant piece of the overall expenditures that company spends to promote its brands and products.
• KAM has a responsibility to ensure that every penny spent delivers a solid return on investment and is spent in a way the builds the long term sustainability of the brands.

Creative Business Development

• Develop unique ways to grow the business with his customer and provide solutions to management in the face of challenges.

Thorough Business Planning

• Manage a complex business with full range of SKUs in hundreds of points of sale across the country.
• Search for the uncovered category opportunity at his customer and build a plan to convince them to “win” with brands. He also must be aware of potential setbacks to the plan and develop contingencies to overcome them.

Strong Customer Relationships

• Managing the relationship between company and the customer is a big responsibility.
• The links that KAM build and the actions he takes will determine company’s success today and in the future.

Fact Based Selling

• KAM cannot argue with fact. Facts are the most powerful selling tool and he must be able to arrange these facts in a way that builds customer excitement and closes the sale.