The Sr. Strategic Account Specialist is responsible for one or more large key accounts (national optical retail chains) that require team-based collaboration. He/she achieves individual sales targets and executes on sales plans by expanding market presence and building a strong client base. The role has a significant impact on the team's sales results, contributes to team goal setting and planning, and manages assigned key accounts independently — covering planning, promotion, advanced negotiation and risk management — while collaborating with the KAM Team Leader on strategic accounts. The candidate should combine strong customer relationships with solid analytical and documentation skills in Excel, Word and PowerPoint.
Responsibilities
- Build the annual business plan for assigned key accounts and contribute to the development of team goals and planning.
- Forecast and achieve account results: sell-in, sell-through, market share and profitability.
- Develop and execute channel promotions; track store-level execution, sell-out and ROI.
- Lead advanced negotiations and presentations with key accounts on launches, pricing, space and stock; influence internal contacts and external customers regarding policies, practices and procedures, and ensure compliance.
- Manage commercial risks (inventory, receivables, pricing, contracts) and monitor related contracts and invoices.
- Maintain customer profiles and stakeholder networks; conduct periodic business reviews.
- Recommend changes in account strategy and tactics to achieve sales goals; build account development plans and selling stories to gain retailer buy-in.
- Analyze sell-in / sell-out and market data (e.g., GfK); prepare business reports and presentations in Excel, Word and PowerPoint.
- Manage daily account operations independently and collaborate with the KAM Team Leader on strategic key accounts.
- Coordinate with Supply Chain, Finance, Marketing and Customer Service to ensure one consistent company voice toward the retailer.
- Maintain complete knowledge of CV products and services, as well as competitive products.
- Make improvements to sales processes and tools to enhance performance; submit all administrative reports accurately and on time (weekly closing, call, expense and ROI reports).
Travel:
Travels to customer accounts : 3-4 days per month
Qualifications
- Strategic thinking and account planning capability.
- Promotion development skills — design, cost and evaluate trade promotions.
- Risk management mindset covering inventory, receivables, pricing and contracts.
- Advanced Excel, PowerPoint and Word skills.
- Strong numerical and analytical skills with high accuracy and a self-review discipline.
- Win-win negotiation and influencing skills.
- Ability to manage multiple accounts and priorities simultaneously.
- Excellent verbal and written communication and presentation skills.
- Self-starter with strong ownership and a positive, constructive attitude.
