Purpose and Overall Relevance for the Organization:
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:The purpose of the role is to lead the Global Key Accounts business in the Philippines and serve as the senior commercial partner for assigned strategic customers.
:The role is accountable for translating SEA and Country Strategy into customer:specific plans, landing seasonal assortments, and delivering sustainable net sales, margin, market share, sell:out, and inventory objectives.
:The Manager leads and develops one P1, Global Key Accounts direct report and provides clear priorities, coaching, performance management, and day:to:day direction.
:Strong collaboration with local GKA teams, OBF, Finance, Demand Planning, Operations, Customer Service, Merchandising, Go:To:Market, and Brand Marketing is a prerequisite for success.
Key Tasks / Functions:
Strategic Account Management
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:Develop and execute annual and seasonal strategic account plans aligned with SEA and Country priorities.
:Lead customer negotiations and business planning with buyers and key decision makers, including trade terms, assortment, investment, space, service levels, and growth initiatives.
:Land GKA seasonal assortments as defined, including creation of account:specific assortments where and when needed.
:Identify incremental sales, distribution, stock, replenishment, and category opportunities to ensure on:time and full displays and maximize profitable market share growth.
:Build long:term relationships with senior customer stakeholders and organize strategic meetings, seasonal reviews, and physical touchpoints with country and buying teams.
:Ensure customer compliance with trade agreements and agreed commercial terms.
People Leadership
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:Lead, coach, and develop the P1, Global Key Accounts direct report, setting clear objectives, priorities, and measures of success.
:Conduct regular one:to:one discussions, performance reviews, and development planning; provide timely feedback and remove barriers to execution.
:Delegate account responsibilities appropriately while retaining accountability for overall commercial results, customer relationships, and quality of execution.
:Build capability in account planning, analytics, forecasting, commercial storytelling, stakeholder management, and negotiation.
Commercial Planning and Execution
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:Own delivery of account targets while identifying and maximizing opportunities for additional sales, margin, and market share growth.
:Align key stakeholders to manage categories against GKA KPIs, including margin, inventory cover, sell:out, SKU efficiency, availability, and forecast accuracy, and define corrective actions when needed.
:Partner with Go:To:Market to drive shopper engagement, retail execution, and account:specific activation plans.
:Coordinate with Operations and Customer Service to maintain reliable, timely, and cost:efficient supply for the account.
Reporting and Analysis
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:Regularly monitor GKA key figures and KPIs and provide clear, actionable category and account reporting to relevant stakeholders.
:Prepare facts, figures, recommendations, and presentations for seasonal reviews, strategic meetings, monthly business reviews, and other key milestones.
:Maintain Key Account Strategic Plans using the most recent seasonal performance, customer, market, and financial information.
:Lead monthly business planning and RFC processes, including sell:out, intake, month on hand, order backlog, risks, opportunities, and proposals for pull:forward or push:out.
:Forecast future seasonal requirements based on current trends, inventory health, customer plans, and store expansion assumptions.
:Monitor sell:through and order backlog, proactively facilitate meetings with designated Operations and Customer
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