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
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Deliver the objectives, strategies and tactics to beat the
budgeted targets (Revenue/GP/Vol/Investment)
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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
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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
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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
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Ability to self-motivate and influence a multicultural, cross
functional team
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A self-starter with drive and the ability to set and beat
targets, plan their own work and time effectively
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Effective people manager, communicator with team orientation
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Advanced sales and negotiation skills
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Experience and effective structured selling and account
management skills
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Strong wine selling and influencing ability, as well as solid
spirits knowledge
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Strong financial awareness and commercial capability
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Comfortable organising and hosting trade and consumer events
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Previous experience managing a team
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Good numerical ability and commercial acumen
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WSET qualified (strong wine selling knowledge)
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Good customer focus
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Passion
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Able to work well in a team
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High level of integrity
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A person that is accountable
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Good planning and organization skills
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Ability to influence
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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.