Senior Key Account Manager
Date: 28 Aug 2024
Location: Warsaw, Warsaw, PL
Company: Hasbro
Are you looking for a sales role in fast-growing business? Do you get excited by the thought of working for the world’s leading play and entertainment company in a continuously evolving, truly omnichannel environment? Do you want to work with iconic brands like NERF, PLAY-DOH, MONOPOLY, TRANSFORMERS, MY LITTLE PONY, and huge global licensed properties like MARVEL and STAR WARS? Then you have come to the right place!
Hasbro SA, Switzerland is dedicated to manufacturing and distributing a diverse range of toy, game, and leisure products across global markets. In support of Hasbro SA's network of affiliate distributors (“HET and HIT”), Hasbro Poland Sp. z o.o. provides sales and marketing services designed to support the performance of Hasbro SA's appointed distributors, particularly focusing on maximizing HET and HIT’s sales in Poland.
[RG1]@Elena - Is this wording still up to date? Peppa Pig is missing and the Power Rangers brand is now licensed out.
The role of the Senior Key Account Manager is responsible for:
- Liaising directly and providing guidance to a portfolio of strategic accounts
- Developing strategies for top customers, maximising HET and HIT’s sales in accordance with approved joint business plans
- Helping HET and HIT achieve set sales and profit targets for the market.
Responsibilities/ Tasks:
Sales Management:
- Contributing to recommending, setting and supporting implementation of the overall sales strategy for Value/Discounters channel
- Drive and support HET and HIT’s business in Value/Discounters customer portfolio, taking a broader view of the overall commercial priorities, sharing and recommending best practice as appropriate and leading cross departmental projects
- Identifying and championing continuous improvement in assigned customer portfolio including supporting new business and sales growth opportunities for HET and HIT and new ways to better meet customer needs
- Lead sales terms discussions in line with overall approved sales strategies and budgets
Account Management:
- Play a lead role in the Hasbro One voice approach across retail, maximizing Hasbro brand visibility across Value/Discounters channel
- Embracing and executing HET and HIT’s regional channel strategy in the Value/Discounters channel
- Acting as lead market for Value/Discounters customers and work in partnership with regional directors to maximise HET and HIT’s business
- Working in partnership with retail marketing teams to ensure toolkits are executed with key retail partners in line with HET and HIT’s brand and business priorities
- Understanding & fully utilizing models for analysing customer profitability to aid HET and HIT’s decision making
- Building outstanding relationships with senior buyers in Value/Discounters area
- Delivering the individual account business plans to ensure they meet both Hasbro and customer objectives and reflect the overall approved sales and brand strategies of HET and HIT
- Building and developing business relationships with the key customers based on:
- Turnover (value and volume), market share
- Distribution / channel assortment / customer listing target
- Customer profitability
- Customer plan, forecast accuracy within business planning tools
- Financial Measures and Impact: business unit and customer sales objectives, customer allowances and investment budget control
- Responsible for recommending customer investments within predefined budgets
- Orders, invoices, deliveries - monitor orders and shipments in line with stock availability
- Support developing and recommending country/channel/customer plans
- Manage customer’s information flow on sales, stocks, payments
- Responsible for forecasting customer sales and executing new products launches/listings of HET and HIT
- Identify new opportunities for the brand and POS/activities
- Responsible for the implementation of the consumer promotional campaigns
- In partnership with regional & local leadership ensure all retailer business planning KPIs are accurately planned, tracked & recorded effectively
Retail Activation:
- Develop and recommend appropriate sales, promotional, ranging and in store merchandising sales strategies to achieve near and medium-term Hasbro goals for customer portfolio
- Partner with marketing to ensure full understanding and execution of Hasbro Brand strategies and plans
Skills, Qualifications, Experience:
- 5+ years’ commercial senior sales management experience preferably with a background in FMCG and online experience
- Computer Literacy, including; Outlook, Word, PowerPoint, Excel as well as SAP (or AS400)
- Advanced negotiation skills/presentation skills – strong aptitude for development into account management
- Strong business acumen and ability to build and execute JBPs
- Aptitude to use retailer systems
- Ability to manage difficult relationships
- Good communication and listening skills