Title:  Key Account Lead

At JTI we celebrate differences, and everyone truly belongs. 46,000 people from all over the world are continuously building their unique success story with us. 83% of employees feel happy working at JTI.

To make a difference with us, all you need to do is bring your human best.

What will your story be? Apply now!  

Learn more: jti.com

Reporting to: Operations Director

Duty Post: Ho Chi Minh, Vietnam

Application Duration: This job posting will remain open until the vacancy is filled. 

Key Account Lead

The purpose of this position is to strategically build account collaborative partnerships and lead the team to develop a joint business plan. The candidate will need to collaborate closely with SI, RTM, Marketing, Finance, and Sales operations to analyze & interpret data (Nielsen, B2B scan, TME, and commercial data) and combine with market knowledge to develop data-based presentation and combine it with sales negotiation techniques to influence account's decisions in the business area, such as pricing, distribution, and merchandising strategies.

As the Key Account Lead in the area of Operations, you will: 

Key Account Strategy:

• Formulate the sales strategy of modern trade channels by setting up Account Priorities, Key Focus, and Key enablers for achieving sales target 
• Ensure modern trade fundamentals are achieved by having effective planning and cross-functional collaboration with commercial planning, sales operation, marketing, and finance
• Drive sales and revenue growth, market share, and improve profitability
• Create initiatives to improve business processes and overall working procedures to enhance efficiency and effectiveness 

Business Planning:

• Lead negotiations with key accounts/banners to establish trading terms that align with JTI company goals while meeting the account's requirements
• Collaborate with key accounts/banners to develop joint business plans (JBP) that outline annual strategies, objectives, and actions to drive mutual growth and profitability. This requires a business review, critical metric agreement, or joint project to enhance the partnership
• Develop strong relationships with key account partners, including decision-makers and influencers, through regular communication, meetings, and relationship-building activities

Budget & Financial Management:

• Plan the trading term payment and any financial management properly
• Monitor the payment performance (AR) and claim (AP) and bring up accordingly if any issues
• Monitor the trade marketing budget utilization, market return, days of inventory 

Key Account Management:

• Provide market & competitor activities analysis, and customer insights to the management team
• Collaborate cross-functionally with sales operations, marketing, and RTM to deliver excellent execution 
• Communicate efficiently & optimally to line managers and colleagues. Establish good relationships with all sales operational, distributors, and colleagues of various internal department

Requirements: 

• Minimum Degree holder in Business Administration, Marketing, or any other related fields

• Working experience with at least 8-12 years in sales, key accounts, channel management, and trade marketing in FMCG shall be an added advantage

• Able to lead the team & coordinate cross functions, externally to deal with customers. Strategic & structured thinking, innovative & independent. Positive & open attitude, flexibility to change

• Drives people and empowers the team

• Knowledge of Microsoft Office, and Excel (basic formulae, such as H/VLOOKUP, IF, SUMIF, and pivot usage is crucial) and ability to prepare slides via PowerPoint

• English communication skills (fair level)

Are you ready to join us? Build your success story at JTI. Apply now!

Next Steps:

After applying, if selected, please anticipate the following within 1-3 weeks of the job posting closure: Phone screening with Talent Advisor > Assessment tests > Interviews > Offer. Each step is eliminatory and may vary by role type.

At JTI, we strive to create a diverse and inclusive work environment. As an equal-opportunity employer, we welcome applicants from all backgrounds. If you need any specific support, alternative formats, or have other access requirements, please let us know.