Account Manager

We have an immediate 100% remote opening for our German market for an:

Account Manager OXO - Germany

About the role

Reporting to the EMEA Sales Director, you will maximize performance in terms of revenue, profitability, growing market share, improved distribution, instore & online visibility creation for the brands within a group of customers (measured by volume, € NSV/case, € and % GM and other KPI’s). Optimize RTM (route to market). Identify and activate new business opportunities within the responsible scope. Translate central marketing strategy (portfolio, trade activation, POS) into customer account and execution plans. Operationally supporting the Director of Sales/Sales Manager managing de-central assigned channels.

What you’ll do in the role

Strategy development:

• Successfully implement Commercial Strategy to gain revenue and improve profitability.
• Built Channel Plans, define Must-Win SKU-Customer combinations and translate those into Customer Strategy & Implementation.
• Customer P&L management with customers – considering changing market circumstances, business opportunities, product portfolio, margin and pricing development.
• Recognize and develop new business opportunities to maximize short and long-term profit potential.
• Lead the strategy within existing accountabilities to better align the business across the whole of EMEA, identifying and utilizing synergies within the sales team for Accounts.
• Formulate a new Strategic agenda for the assigned customer(s) developing key relationships with core customers.

Account Management:

• Translate strategy ‘Where to Play (Channel/Customers – Brand/SKU combinations), How to Win’ (Commercial Activation) into annual agreement/JBP.
• Translate annual agreement in 2-pager and on-going promo-price request forms. Ensure documents are always up to date and shared with customer service and commercial people involved.
• Manage & Monitor KPI’s to meet Performance Commitment ($ GSV / % GP / % ACM) for region and pre-defined Accounts.
• Devise a contact strategy which adopts full coverage of the assigned customer(s). Work closely with cross functional Depts to deliver inter-dependencies with Dotcom, Supply, Logistics etc.
• Maximize distribution, presentation, visibility (FMOT) and promotional effectiveness of the brands at Accounts.
• Monitor performance of Accounts in terms of volume, sales, margin and budget management.
• Responsible managing inventory, focusing on selling excess and clearing obsolete stocks.
• Responsible to forecast as accurate as possible to be able to manage inventory and avoid OOS.

Admin & Reporting

• Periodically reporting to manager on pre-defined KPI’s (NSV/ACM/other). Presenting and implementing gap-closing initiatives in case needed.
• Share knowledge/best practices Accounts, Field Sales, markets and competitors with stakeholders (sales, marketing, operations, customer care) to learn from and develop most effective plans to ensure excellent execution.
• Manage admin & complete documents & processes needed to ensure AT new products, pricing and conditions will be setup correctly in customer as well HOT systems.
• Support Director of Sales/Sales Manager in organizing 3rd sales-party meetings.
• Manage & Control POS budget.
• Manage customer specific pricelists, presentations and customer’s product platforms.
• Update marketing calendar, promotional calendar, internal platforms (Yammer).

What will help you do the job well

Essential:

• University Degree or comparable commercial education with at least > 7+ years’ Account Management experience’ within (international) FMCG or CE, preferably A-brands.
• Proven track record managing AT retailers.
• Excellent knowledge in AT Retail scene.
• Budget & reporting skills.
• Regional experience of Germany (Western Europe, multi market exposure).
• Sales development in distributor model would be advantageous.
• Joint business planning with direct accounts.
• Fluent in English & German (spoken and written).

About you

You will be a great fit if you are a highly motivated, driven and passionate individual with exceptional communication skills. You have the flexibility to work in a small yet fast-growing organization, possess strong analytical and detail-oriented thinking, can work with a good level of autonomy and foster relationships with cross functional teams.

About us

We are a dynamic mid-size multinational company that offers challenges and opportunities equal to your talents and abilities.

Supporting a diverse portfolio of brands, our 15+ locations elicit unique team cultures that attract a wide variety of people. Many of our products rank as #1 brand in their category. We’re proud to be market leaders – our powerful brands are marketed in approximately 75 countries.

What do we offer?

• Competitive compensation package.
• Employee assistance counselling line.
• Staff discount on all our EMEA products and negotiated rates with local provider.
• Lunch and Learns and a super motivated Learning & Development team!

Sound like a perfect fit?

If you’re seeking an exciting professional position in a dynamic international environment and be empowered to inspire fresh ideas, then Helen of Troy wants to get to know you!

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