Contribute your experience - for joint, long-term success. Become part of our HARIBO team with more than 8,500 employees in 26 countries. As the number one fruit gum brand, we have a common goal: to bring joy to the world. With enthusiasm for our brand, we take a pragmatic approach together - in a corporate environment that creates long-term and secure prospects through independence.
Haribo, number 1 in fruit gummies worldwide is looking for Key Account Manager based in Tokyo, Japan.
Primary objective is to drive HARIBO Japan’s sales strategy through a specific customer base. Responsible for establishing and maintaining relationships, increasing distribution rate, making and implementing promotion plan and instore activity, sales results and managing trade spend budget for their customer base. Tasked with driving growth through sales drivers including improving quality of planogram, expanding reach into promotional/ off-shelf display and promotional efficiency and effectiveness. Strategic thinking and analytical skills are required to achieve KPI results and put forth strong business plans. Solid skill set in communication and presenting, to customer base, distributor partner and internal stakeholders, is crucial to success in this role.
This position reports to Head of Sales – Japan
Countries of responsibility: Japan
# of subordinates: Nil
Key Duties
• Deep dive into market, industry, culture, consumers, and shoppers in the responsible area, as well as key customers (their financial standings, strategy, goals, strengths, weaknesses, needs, interests, issues, and opportunities etc.)
• Monitor market, category, channel, and consumer trends and maintain data on competitor activity within account base
• Develop and sustain solid relationships with account base.
• Conduct regular meetings, trade visits, and contact with account base
• Set objectives by key customers and define strategy to achieve objectives
• Achieve KPI’s through execution of account plans and brand strategies
• Develop and implement annual business plans including volume objectives, trade spend budget, strategies which are consistent with HARIBO brand and corporate strategies, opportunities, and risks
• Manage trade budget to support marketing and promotional plans
• Track and analyze performance results
• Work with Trade Marketing Manager to provide post-promotional analysis to understand ROI and competitive activity
• Collaborate with HARIBO internal teams to align with brand and category objectives
• Coordinate and communicate all relevant account program information to distributor/ wholesaler team to achieve desired results (planogram compliance, display placement, promotional execution, in-store inventory, and pricing)
Key Performance Indicators
• Achieve volume growth, net sales, distribution, display and promotional program targets
• Core and NPD listing/ distribution
• Promotion planning and execution and its ROI analysis
• Deliver above targets within trade budget
• Improve HARIBO quality of placement on shelf
• Qualitative
- Preparing presentation materials
- Train and initiate distributor
- Enhance on teamwork spirit
Key Competencies and Qualifications
• Required Experience: 10+ years Key Account Management including sales/ KA planning in FMCG field across Japan. Ideal experience from FMCG manufacturers at F&B industry.
• Qualifications: University Degree
• Be strategic thinker and hands-on capability
• Ability to tell a holistic story verse by taking a transactional approach
• Demonstrated ability to negotiate and influence outcomes
• Manage trade budget by understanding customer and business impact
• High motivation as well as passion and strong learning/ adaptability
• Open minded, flexible with strong self-motivation
• Innovative and solution-oriented mindset
• Pro-active, and self-responsible
• Have a sense of urgency and agility even ambiguity circumstances
• Good analytical and planning skills and make recommendations/ proposal
• Excellent communication, presentation and negotiation skills, good networking skills, and ability to work with team & supervisor
• Basic knowledge of Japanese retailer’s and wholesaler’s business operation
• Thorough understanding of the retail landscape in Japan
• Experience of distributor management ideally
• 20-30% of nationwide travel is to be expected
• English proficiency level: A2 (pre-intermediate)
Work-life Harmony:
Flexible working hours and a hybrid work model, balancing focused remote work with collaborative time on site. We support your personal needs while preserving our joyful team culture.
Fair Remuneration:
Competitive base salary, performance-based bonuses, and a comprehensive Total Rewards package
Well-being:
Comprehensive health coverage and lifestyle benefits designed to support your overall well-being
Learning and Development:
Needs-based internal development programs, soft skills training, functional learning opportunities, and global mobility experiences through HARIBO’s international network.
Become part of the HARIBO-family. Hazel Aung is looking forward to your application.
You can find more information about working at HARIBO at Working with HARIBO.