概述 Key Capabilities / Competencies Literacy in both spoken & written Chinese is a must Bachelor Degree 必须具备口语和书面中文的读写能力学士学位 3-5 years of field sales experience, FMCG experience preferred with above 3 year KA management skill 3-5 年现场销售经验，有快速消费品经验者优先，具有 3 年以上 KA 管理技能 Solid pragmatic thinking and problem solving skills. 扎实的务实思维和解决问题的能力。 Multiple channel sales experience preferred 具有多渠道销售经验者优先 Good communication and coordination skill 良好的沟通协调能力 Strong selling skill 强大的销售技巧 Professionalism, dependability, and desire for challenge 专业、可靠和挑战 Ability to manage multiple tasks simultaneously 能够同时管理多个任务 Good English language skill and Excellence computer skill 良好的英语语言技能和卓越的计算机技能 Overview General Purpose 总体目标 To develop & grow assigned key account business through a standardized key account management template. 通过标准化的关键账户管理模板来发展和壮大指定的关键账户业务。 Responsibilities Main Responsibilities/ Tasks Grow volume, revenue & share in assigned accounts aligned with channel strategy. 根据渠道策略，在指定的账户中增加数量、收入和份额。 Negotiate CDA trading terms, develop & implement ASAP. 协商CDA交易条款，尽快开发和实施。 Work with TM for KA planning (Vol/D&A) & account level sales development objectives. 与TM合作进行KA规划（Vol/D&A）和账户级别的销售发展目标。 Define GMS for assigned accounts & work with field sales to execute the same. 为指定的账户定义GMS，并与现场销售人员合作执行相同的操作。 Drive KA national/Regional coverage agenda. 推动 KA 国家/区域覆盖议程。 Build up strong customer relationship & wiring to leverage FL business philosophy. 建立强大的客户关系和线路以利用FL的商业理念。 Qualifications Key Metrics and Parameters AOP objectives: Volume, Growth, D&A, Account Mkt. Share, % GMS achievement. AOP 目标：数量、增长、D&A、客户管理份额、GMS 实现百分比。 KA management system implementation (ASAP, call report system, KA regional trade calendar etc.) KA 管理系统实施（ASAP、电话报告系统、KA 区域贸易日历等） CDA compliance rate, new items speed to market before D-day, DM compliance and locking rate. CDA 合规率、D 日之前新产品上市速度、DM 合规率和锁定率。 Coach junior team member and field sales. 指导初级团队成员和现场销售。