Website:
inaba-ciao.com
Job details:
Company Description: Inaba Foods is a Japan-headquartered food company with a heritage dating back to 1805 in Shizuoka Prefecture, rooted in seafood production and Japanese food craftsmanship. Over time, the company has expanded from dried skipjack into fresh produce, canned seafood, and agricultural products. In 1958, Inaba Foods entered the pet food market, focusing on high-quality, nutritious products for pets worldwide. The CIAO brand, launched in 1989, has become a leading premium cat food and treat brand in Japan. Today, Inaba Foods continues to grow globally with a clear purpose: "Delighting Cats and Dogs Around The World"
Role Description
The Key Account Manager will drive sales growth, strengthen relationships with key retailers, expand product distribution, and ensure superior execution of business plans. This role focuses on driving sustainable revenue growth, strengthening brand visibility, and improving customer satisfaction across assigned accounts and technical support.
Key Responsibilities
Business Development
- Develop and execute annual business plans for assigned key accounts.
- Achieve monthly, quarterly, and annual sales targets.
- Drive volume growth through distribution expansion and increased product penetration.
- Identify new business opportunities within Key Stores, speciality pet stores, veterinary channels, and Omni Channels.
Key Account Management
- Manage product listings and digital content quality.
- Build and maintain strong relationships with key retail partners.
- Conduct regular business reviews with customers.
- Negotiate commercial terms, promotions, and annual agreements.
- Ensure timely execution of Joint Business Plans (JBPs).
Sales & Distribution & Technical Support
- Expand product listings across all relevant categories.
- Improve product availability and reduce out-of-stock situations.
- Monitor stock levels and coordinate replenishment with supply chain teams.
- Ensure successful launch of new products across key accounts.
- Develop, execute and monitor technical know-how about products, deliverables, and training for both internal and external audiences.
Trade Marketing & Execution
- Plan and execute promotional campaigns and seasonal activities.
- Coordinate in-store activations, sampling programs, and product demonstrations.
- Ensure deployment of POSM to improve brand visibility.
- Monitor execution quality across all customer outlets.
Category Development
- Work closely with customers to grow the pet food category.
- Recommend category growth initiatives using market insights.
- Analyse consumer buying behaviour and sales trends.
- Support customers with merchandising recommendations.
Financial Management
- Manage trade investments within approved budgets.
- Monitor account profitability and return on investment.
- Ensure timely collection of receivables.
- Forecast monthly sales accurately.
Cross-functional Coordination
- Work closely with Ecom, Marketing, Supply Chain, Finance, and Customer Service teams.
- Ensure smooth order processing and timely deliveries.
- Coordinate product launches and promotional activities.
Reporting & Analytics
- Prepare weekly and monthly sales reports.
- Analyse sales performance and market trends.
- Track KPIs and recommend corrective actions.
- Maintain accurate sales forecasts.
Key Performance Indicators (KPIs)
- Achievement of sales and volume targets
- Distribution expansion, Forecast accuracy
- Product availability (%), Promotion execution compliance
- Market share growth
- Account profitability
Qualifications
- B.V.Sc and AH.Bachelor's degree in Veterinary Science and Animal Husbandry.
- MBA preferred.
Experience
- 5–8 years of sales experience in FMCG, pet food, consumer healthcare, or premium consumer products, Animal Health
- Experience in key account management and business planning is preferred.
Skills & Competencies
- Strong negotiation and influencing skills
- Relationship management
- Commercial and financial acumen
- Sales planning and forecasting
- Analytical and problem-solving abilities, Data-driven decision-making
- Excellent communication and presentation skills
- Proficiency in Microsoft Excel and PowerPoint
- Ability to travel extensively
Success Profile
The ideal candidate is a results-oriented sales and technical professional with a strong understanding of key account management and category development. Passionate about building long-term customer partnerships, driving distribution and volume growth, and delivering profitable business expansion through excellent execution and collaboration.
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