Responsibilities
- Handle negotiations and planning for seasonal volumes, promotions, and restocking with customers.
- Ensure internal teams are aligned and informed on commercial agreements to support full-cycle sales operations.
- Collaborate with Key Account Managers to manage regional retail and e-commerce clients, including Amazon, Justo, and Liverpool, to grow business and explore new channel opportunities.
- Meet monthly, quarterly, and annual net sales targets for each assigned customer.
- Lead negotiations on seasonal programs, promotional campaigns, new product listings, distribution strategies, and in-store placements.
- Conduct monthly performance reviews with customers to assess outcomes, identify opportunities, and define action plans.
- Develop and maintain CPFR forecasts by collaborating weekly with Walmart counterparts to address store-level opportunities.
- Monitor implementation of promotional and seasonal plans in coordination with operations teams.
- Manage customer-specific commercial discounts within approved budgets, tracking gross-to-net adjustments.
- Track purchase orders to ensure accurate invoicing and delivery in partnership with supply teams.
- Work with finance to monitor invoicing status and overdue accounts.
- Oversee execution of marketing and sales activities at retail points of sale.
- Conduct monthly P&L reviews with Key Account Managers, focusing on net sales and gross-to-net performance to track progress against annual goals.
Responsibilities
- Manage and negotiate seasonal volume plans, promotional initiatives, and replenishment activities directly with customers.
- Ensure alignment and visibility of commercial agreements across internal stakeholders to support the end-to-end sales process, from inventory planning and order management to invoicing and collection.
- Manage Regional retail and e-commerce (Amazon, Justo, Liverpool) customers with the support of KAM, driving business growth and expanding channel opportunities.
- Achieve monthly, quarterly and yearly NOS target per customer.
- Lead commercial negotiations of seasons, initiatives, listings (NPDs), distribution, In&Outs and promotions.
- Conduct monthly analysis with customers to review results, opportunities and action plans.
- Build and manage CPFR bases with WM’s counterpart attending weekly opportunities that may exist at the store code level.
- Follow-up of the execution of promotional plans and seasonal with the operations team.
- Management of commercial discounts for each customer aligned to a budget. GROSS TO NET.
- POs follow-up for their correct invoicing and delivery with the Supply area.
- Monitoring of billing and overdue portfolio with the finance area.
- Follow-up of activities at the point of sale.
- Along with KAM, conduct monthly reviews of the first part of the P&L (NOS & Gross to Net) to monitor the annual plan.
