Wine Company Key Account Sales Manager
Dar-es-Salaam
Tanzania (Salary $ 2,500 to $4,500)
Our client is an international organization that sells various products mainly wine, is looking for a Key Account Manager.
Job Duties and Responsibilities
- Deliver the
objectives, strategies and tactics to beat the budgeted targets
(Revenue/GP/Vol/Investment)
- Managing day to
day business and monitor progress through accurate reporting to achieve
targets, for revenue and gross profit as agreed with the Country Manager
and Head of International Markets
- Monitoring progress
weekly and reporting monthly around financials, Key Performance Indicators
(KPIs), category and key brand performance in market and competition using
Tableau data system
- Building strong
and ongoing business customer relationships across all accounts at all
levels of the business to ensure satisfaction and sales growth in on trade
customers
- KPIs are
pre-agreed, measured, reported and adhered to
- Create outlet
universe for hotels, resorts, casinos, premium bars, clubs and restaurants
as well as relevant local clubs, bars and restaurants. Segment and
prioritize to grow listings in current accounts with the Key Accounts
Manager partner. Then agree and target a list of new business accounts to
increase distribution of wines, premium spirits and non alcoholic
beverages
- Set account list
priority, call frequently and objective led calls to map and build up
monthly journey plans
- Target 20
objective led customer calls per week. Spend 2 nights in the trade on
outlet visits checking agreements with customers and following up on any
issues. On odd weekends work to support events, dinners
- Set account
distribution targets on lead brands, supported by in bar activity to drive
rate of sale
- Work closely on
marketing and brand plans, distribution targeting, activation initiatives
and reporting of key brand owners
- Conduct
competitor analysis of portfolio, pricing, promotions and
category/customer share and ensure that relevant information is shared
with relevant parties internally
- Prepare bespoke
outlet beverage lists and provide training for key food and beverage staff
maximizing company market share
- Determine, set
and monitor adherence to price schedules and discount rates. Lead customer
discussions to advance the sales process, value add rather than price,
tying up agreements and grow profitable share
- Provide accurate
monthly forecasts for all key product lines, by customer, to avoid
out-of-stock scenarios
- Manage the
ordering process with the country manager and OIP team and following up
orders to planning process and ensure a smooth stock rotation and
inventory management to reduce costs and working capital
- Manage credit
liability through assessing credit worthiness, setting reasonable credit
terms with the organizations finance, and managing timely collections on a
monthly basis with all customers, on time and in full
- Assist in
planning and execute promotion plans and brand building initiatives,
product launches etc
- Plan and host on
trade customer, consumer and principal wine tastings, dinners and events
in outlets and the organizations retail
- Innovate new
promotional ideas to encourage customer footfall, visibility around the
point of purchase and increase rate of sale in key customers to help grow
the organizations distribution, listings and share
- Perform other
duties as requested by the line manager
Required
Qualifications
- At least a
Bachelor degree with business qualifications (or equivalent level) with
emphasis on Sales and Marketing
- At least 5 years
of sales experience preferably within the FMCG or liquor industry
- Ability to
self-motivate and influence a multicultural, cross functional team
- A self-starter
with drive and the ability to set and beat targets, plan their own work
and time effectively
- Effective people
manager, communicator with team orientation
- Advanced sales
and negotiation skills
- Experience and
effective structured selling and account management skills
- Strong wine
selling and influencing ability, as well as solid spirits knowledge
- Strong financial
awareness and commercial capability
- Comfortable
organising and hosting trade and consumer events
- Previous
experience managing a team
- Good numerical
ability and commercial acumen
- WSET qualified
(strong wine selling knowledge)
- Good customer
focus
- Passion
- Able to work
well in a team
- High level of
integrity
- A person that is
accountable
- Good planning
and organization skills
- Ability to
influence
- Good decision
making and analytical skills
- Good
communication
If
you are up to the challenge, send your CV only indicating (Wine Company Key
Account Sales Manager Dar-es-Salaam Tanzania) on the email subject to
jobs@corporatestaffing.co.ke before 12th July 2013.
Please indicate current or last salary. Only shortlisted candidates will be contacted.
Please indicate current or last salary. Only shortlisted candidates will be contacted.