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汉高
Key Account Manager
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Key Account Manager

发布于 大约 14 小时前

中层管理(经理/总监)

Italy, Milano, Lombardy
高级经验
全职员工
混合式弹性办公
学历未注明
销售与零售
Contract Negotiation
English
Fmcg
Negotiation
Strategic Planning
Team Leadership

AI 估算 · 4k–5k

Based on market rates for senior KAM in Italy, with annual starting salary €45,000, adjusted for experience and variable bonus p

职位详情

关于这个职位

This is a key account management role at Henkel, responsible for defining and executing account strategies for FMCG markets in Italy. The position involves driving business development, managing key customer relationships, and leading junior KAMs to achieve revenue targets.

最低要求

+ years commercial expertise in FMGC markets (GDO, GDS DIY markets)

Negotiation skills, public speaking, P&L analysis capabilities
Effective communication, interpersonal, analytical, and organizational skills
Fluency in English

工作职责

Defines and executes global / regional / local account strategy, including annual revenue plan (KP) and target plan (TP)

Identifies business opportunities, steers business development budgets for agreed accounts and defined objectives (A, B)
Translates customer’s strategy and priorities into a joint innovation roadmap
Drives and rolls-out customer approvals and pushes upstream solution selling (A, L)
Develops and maintains sustainable and long-term relationships with key accounts, key executives and sponsors
Implements new customer acquisition plans for chain and prestige accounts (B)
Defines account-specific pricing, negotiates contracts, ensures fulfillment of commitments and implementation of commercial policy (A, B)
Optimizes sales processes in country and leads junior KAMs
Develops and maintains strong executive and cross-functional relationships at HQ and key locations
Steers and supports internal resources to execute account strategy
Delivers account targets KP/TP OSG and PC
Analyzes financial KPIs and proactively steers key account business
Is responsible for timely and accurate admin. tasks supporting account strategy incl. sales forecast updates, monthly reports, etc.

优先资格

Experiences in trade/category and marketing are considered a plus

AI 洞察

优缺点分析

优点

  • Henkel is a global leader with strong brand portfolio, offering stability and resources.
  • Flexible work model and comprehensive benefits (parental leave, wellbeing programs).
  • Opportunity to lead a team and influence strategy at a major multinational.
  • High responsibility for revenue targets and complex account management.
  • Requires frequent travel and relationship building across multiple locations.
  • Competitive FMCG market demands constant adaptation and innovation.
  • Experienced sales professionals with a proven track record in FMCG who enjoy strategic account management and team leadership.

缺点 / 挑战

暂无明显挑战项

角色解读

  • Advance to Regional Key Account Director or Commercial Director role.
  • Transition into broader commercial leadership or strategic business development.
  • Gain exposure to global account management and cross-functional HQ collaboration.
  • Develop and execute strategic account plans to drive revenue growth and meet targets.
  • Identify business opportunities and manage budgets for key customer development.
  • Build and maintain long-term relationships with key executives and stakeholders.
  • Lead a team of junior KAMs and optimize sales processes within the country.
  • Deep experience in FMCG markets with strong negotiation and public speaking abilities.
  • Proficiency in P&L analysis to monitor financial performance and steer business.
  • Excellent communication and interpersonal skills to manage complex relationships.
  • Fluency in English
  • knowledge of trade/category management is a plus.

申请策略

  • Tailor your cover letter to emphasize your understanding of the Italian FMCG landscape and ability to drive business results.
  • Research Henkel's sustainability and innovation initiatives to align with company values.
  • Quantify achievements in revenue growth, account expansion, and team leadership.
  • Highlight specific FMCG experience with GDO/GDS or DIY markets.
  • Showcase negotiation successes and P&L management examples.
  • Include language skills and any trade/category marketing experience.
  • Strengthen financial analysis skills beyond P&L, such as forecasting and ROI modeling.
  • Learn about Henkel's product categories and market position beforehand.

面试指南

  • Use the STAR method: Situation, Task, Action, Result for behavioral questions.
  • For strategic questions, outline a clear framework: analysis, planning, execution, and monitoring.
  • Demonstrate data-driven decision making by referencing specific metrics and examples.
  • Describe a time you developed and executed a successful account strategy. What was the outcome?
  • How do you handle pricing negotiations with key accounts while protecting margins?
  • How would you lead a team of junior KAMs to improve performance?
  • Walk me through how you analyze a key account's P&L and identify opportunities.
  • What is your experience in the FMCG market, especially with GDO or GDS channels?

职位点评

74
综合评分

Senior KAM role at Henkel Italy: competitive salary, hybrid work, strong growth prospects, but limited social purpose.

从薪资福利、成长空间、工作节奏和岗位方向综合评估，方便横向比较。

更适合这类人
A career-driven sales professional seeking growth, team leadership, and good compensation with work-life balance.
表现最好
成长发展
相对薄弱
使命价值
薪资福利75
成长发展80
工作生活80
使命价值50

薪资福利

75中等

The salary is competitive for the role in Italy, with clear benefits and variable bonus. However, the starting salary is disclosed, so compensation is moderately attractive.

薪资信号市场水准 (3K-4K/月)
福利待遇Flexible work scheme、Global wellbeing standards、Gender-neutral parental leave、Employee Share Plan、Welfare Platform、School Books reimbursement、Free Canteen、Product box

成长发展

80较高

The role offers significant growth opportunities through leading a team, cross-functional collaboration, and potential national/international career paths. Henkel provides diverse growth opportunities.

技术前沿传统/成熟技术
技术栈FMCG、P&L Analysis、Sales Strategy
成长机会Diverse national and international growth opportunities、Global wellbeing standards
业务类型profit_center

工作生活

80较高

Flexible work scheme with hybrid model and up to 30 days work-from-anywhere, plus benefits like free canteen and parental leave. Good work-life balance support.

工作模式混合式弹性办公
办公地点市区核心地段
加班情况未提及（无法判断）
工作生活平衡Flexible work scheme、hybrid work model、work from anywhere policy

使命价值

50较低

The role focuses on commercial performance in FMCG, which has moderate social impact. Henkel emphasizes diversity and wellbeing, but the purpose is largely profit-driven.

行业发展稳定成熟行业
社会影响中性/一般
创新程度稳健跟随主流

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