ROLE CHARTER: HRI ACCOUNT SPECIALIST

1. Execute with excellence the Modern Trade Operational and Servicing System & Processes model What the Role
2. Develop, implement and evaluate the execution of Annual Business Plan per customer, consistent with the Modern isNot:
Trade Business Model.
3. Deliver the Annual Business Plan-driven Sales and Growth Objectives. Trade Marketing
4. Lead and coordinate with all functional partners and 3rd party merchandiser agency towards accomplishment of Manager
Primary & Secondary Revenue and Profit Targets Set thru excellence in all aspects of Key Accounts Channel Management.
Deliverables of the Role 5. Coordinate with all relevant functional business partners in maintaining the highest possible customer satisfaction Distributor
ratings from all customers & business partners thru consistent SLA achievement and other value adding activities Manager
6. Enforce compliance of agreed payment and trading terms with customers, inclusive of promotional investment
closure.
7. Conduct Periodic Business Reviews with Key Accounts/HRI Customers.

1. Know-how and know-who of Modern Trade customers

2. Expertise in Modern Trade servicing & operations
3. Entrepreneurial mind-set
Core & Auxiliary 4. Work well with facts and figures
Competencies 5. Expertise in communication and negotiation
of the Role 6. P & L knowledge
7. Customer Relationship Management
8. Cross Functional Team Communication and Coordination

1. Key Account’s Owners and Key Officers & industry counterparts Reports to:
2. Brand and Trade Marketing
3. Supply Chain Sales & Marketing
4. NPD Director
5. Finance
6. CRO Staff
7. Channel Development Manager
8. Merchandiser Agency Provider

Key Relationships
& Partnerships of the
Role www.lorenzana.com.ph
ROLE CHARTER: KEY ACCOUNTS SPECIALIST

1. Sales & Growth Objectives What the Role isNot:

2. Annual Business Plan Initiatives & Results Trade Marketing Manager
3. % Cost to Sales
4. Accounts Receivables Turnaround & Quality Distributor Manager

Key Metrics of the

Role

Reports to:

Sales & Marketing Director

www.lorenzana.com.ph