Key Account and Channel Development Manager

Welcome to our Philip Morris vacancy. Did you know that Philip Morris International is undergoing a revolutionary business transformation? We will be far more than a leading cigarette company. We want to change society and deliver a better, smoke-free future. Thanks to the imagination and perseverance of thousands of people at PMI, we have developed smoke-free alternatives to cigarettes. And it does not stop there. We are investing in a portfolio of innovative products beyond nicotine. So, whether in new product development, commercialization, operations, science, you name it, we are putting our vision into reality every day and we are making the change happen, right now. So, the retail landscape for our category is undergoing big changes. The transformation to smoke-free products results in different shopper behaviour and new business models. Next to this, a reduction in selling points will become effective in the Dutch market. The retailer will play a bigger role than ever to address the changing shopper dynamics in a responsible manner. We are continuously adapting to this changing environment, which requires flexibility and creativity, always with the combination of annual PMI portfolio growth as well as building strategic partnerships in mind. Are you ready to be the driving force behind the performance of a retail channel? Then apply today! Responsibilities of the role: • Contribute to the development of our overall trade strategy and translate our commercial objectives towards your portfolio of Key Accounts • Develop annual financial plans for your Key Accounts to build ROI-driven retail presence of our portfolio of cigarettes, finecut and smoke-free products • Successfully negotiate terms & conditions of PMI product portfolio & services and pave the way for shop-level follow-up of PMI field sales teams • Assess channel and Key Account performance on an ongoing base and pro-actively initiate plans to increase PMI portfolio growth in collaboration with portfolio and field sales management • Propose and build strategic partnerships and creatively initiate performance driven new ideas & experiments based on consumer & trade partner insights and market data • Manage available resources and budget in a responsible manner • Collaborate with internal stakeholders, such as Portfolio departments, Commercial departments, Business Planning, Logistics • You will report to the Manager New Business development & key accounts. You: • 6+ years of key account level sales experience with a proven track record in negotiation skills and achieving targets at retail organizations in consumer goods – experience in FMCG retail, out of home channels and/or specialist retail channels are an advantage • Experience with retail franchise and/or buying organization formats with mixed decision making on both HQ and shop levels • Solid understanding of retailer drivers on financial, business and emotional aspects • Strong affinity with financial side of sales and analytical skills to continuously assess performance and pro-actively drive new growth ideas at your key accounts • Ability to handle financial processes & budgets • Open mindset and curiosity to explore new ways of developing our business and hands on mentality to lead projects together with key accounts • Excellent communication, networking and relationship building capabilities as well as strong team spirit orientation • Fluent Dutch and English language skills, both written as well as spoken • You are fine with travelling within The Netherlands and occasionally towards our Benelux headquarters based in Antwerp. What will the selection process look like? Talent Acquisition (TA) will perform an initial screening to assess whether candidates match with the defined vacancy requirements. If this is the case, the candidate will be invited for 2 competency-based (virtual) interviews. In parallel, you will be asked to complete online assessment tests*. At the end of the process, each candidate will receive the assessment results, as well as actionable feedback for their further development. *Assessment Tests The tests are integrated in the selection process to increase objectivity of the final decision making. The assessment tests for this role is a cognitive ability test. The results will not be saved in the employee’s file, and will only be used in the context of the vacancy for which the employee is applying. Results are therefore not used for purposes of performance evaluation. • Cognitive Ability Test: Report links under three headings: 1. Deductive reasoning (measuring the ability drawing logical conclusions) 2. Inductive reasoning (measuring conceptual and analytical thinking) 3. Numerical reasoning (measuring capacity to understand numerical data and interpret mathematical information correctly)