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Key Account Manager - Japan

Date: Apr 20, 2021

Location: 13, JP

Company: Glanbia

Join us at GPN and inspire people everywhere to achieve their performance and healthy lifestyle goals!


At Glanbia Performance Nutrition (GPN), our mission is to inspire people everywhere to achieve their performance and healthy lifestyle goals! We are a global leader in the performance nutrition industry and have a portfolio of nine brands including Optimum Nutrition (ON), SlimFast, Amazing Grass, Body&Fit, Nutramino, ABB, Think! BSN and Isopure. Our products are sold in over 130 countries and our brands are in the top three performance nutrition brands in more than 20 countries. Glanbia Performance Nutrition (GPN) is headquartered in Dublin, ROI, with operating facilities in Illinois, California, South Carolina, Florida, the UK, the Netherlands, and Australia. GPN employs more than 1,800 people globally and has revenues of approximately $1.5B. We are a values led organisation focused on driving sustainable business performance. Join us on our journey now!

This role will work closely with the Commercial Leader, Japan, the Marketing Manager Japan, and General Manager, Asia on the management and growth of existing and future key customers, maintaining long term relationships and maximizing sales opportunities within Japan for Glanbia Performance Nutrition brands Optimum Nutrition, BSN, Think!, ABB and IsoPure. The KAM will have responsibility for delivering sales growth plans building both increased distribution and consumer demand and to further develop the major retail relationships delivering top quality service and support to our customer base in all channels including Ecommerce, Specialty, Modern Trade & Pharmacy channels.


The opportunity where you will make an impact:

  • Develop a sales strategy and grow sales for brands in the market to support growth ambitions taking into account channel opportunities for the region
  • Define, implement and drive commercial proposals for customers
  • Jointly develop and implement sales & marketing programs for customers
  • Build and maintain strong working relationships with current and new key customers in current channels, and build into mass channels such as supermarkets, grocery, and pharmacy.
  • Develop and execute consumer and trade marketing (promotional) opportunities with key customers like digital advertising, consumer promotions etc.
  • Gain deep understanding of the retail landscape, customer business model and category knowledge to develop winning business plans and ensure the best execution
  • Use data/analytics to identify relevant consumer/customer insights, to develop winning plans and grow the business
  • Know granularly the key business drivers esp for eCommerce channel to define success, design and execute plans to achieve consumption goals (e.g. content, search, distribution, pricing, shelving, and merchandising)
  • Drive value creation culture for GPN and the customer by focusing on key financial indicators
  • Develop strategic and productive partnerships with customers (e.g. Amazon JP, Rakuten, etc) and with internal partners to influence, drive alignment and accelerate results
  • Responsible for achieving overall business objective with the customers or channels.
  • Face of the Company to the customers. Develop excellent working relationships and in-depth understanding of customers and market landscape.
  • Lead and partner with customers for business strategies implementation and plan execution. Conduct regular reviews with customers on different business aspects.
  • Strategize through harnessing the power of a team by envisioning, engaging and energizing multifunctional resources to build holistic business plan and break possible barriers & challenges to deliver the best result.
  • With support from the Digital Marketing Manager and Marketing Manager, learn the elements of the digital world and trends (offline to online evolution, marketplaces, last milers, platforms, etc.) and incorporate in planning, selling and execution
  • Work with Marketing Manager, Japan & Digital Marketing Manager and other regional business partners on a planned marketing and communication platform including online (social media) strategies
  • Assist business to build a team to support growth ambitions of Japan.
  • Monitoring of indigenous and international competitor activities in the region
  • Effectively manage a portfolio of accounts ensuring revenue targets are reached and customers relationships are built according to growth plans and KPI’s
  • Prepare forecasts and budgets for on-going and new business customers
  • Attend trade fairs and events as required to generate leads and build relationships


What you will bring to GPN:

  • 8+ years commercial business building experience in Sports Nutrition / FMCG / FDM focused industries, preferably in health foods & supplements
  • Strong sales management and trade marketing (commercialization) experience from CPG, retail environments
  • Experience in sales of SN brands or strong sales knowledge in the territory related to food & health products in the Japan market
  • Experience managing BTL marketing executions including brand awareness & activations in-store, POS – sampling and events
  • Should have strong knowledge of Route to Market & Channel Management in Japan
  • Excellent written and verbal English skills together with Japanese fluency
  • Must have designed & monitored Trade Marketing activities with the channels
  • Should have managed distributors & sub distributors, their sales teams and hands-on experience in-market sales
  • Unrestricted working rights in Japan
  • Demonstrated delivery of financial sales targets, budget development and tracking, and demand forecasting
  • Knowledge and experience in mass channels (supermarkets, FDM, mass channels)
  • Effective influencing, negotiating and relationship building skills together with excellent written and verbal communication skills
  • Passionate about sports, health and fitness and familiar with sports nutrition supplementation
  • Bachelor’s degree required

What we would like to offer you:

  • The opportunity to shape your career in our global organisation that is championing the healthy lifestyle movement!
  • Our Smart Working model advocates wellbeing by providing you with a greater choice in how you work and live, giving you a better work-life balance.
  • Create your own nutrition formula with a discount on our GPN products!


Applications for this position close on 14th May 2021.