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Key Account Executive Job in Nairobi, Kenya

Key Account Executive

Job Code: KAE/MI/140212
Number Of Positions Open: 1   
Reports To: Sales Manager - Modern Trade
Location:  Nairobi, Kenya    
Closing Date:  Open Until Filled


Our Client is a dynamic, diverse and growing business that participates in four categories, namely; Food & Beverages, Chocolate, Candy and Gum confectionary.

They are proud market leaders in Chocolate and Food & Beverages and continue to innovate and excite our customers. They work together to create brands people love.

The ideal candidate is responsible for leading and managing assigned key accounts to meet and exceed sales target with profitability and to accomplish the company’s growth plan by successfully implementing company sales strategies, excellently executing company sales in his/her assigned channels/accounts.

Primary Responsibilities:

1.    Excellent Execution:
  • Ensure that all sales fundamentals are promptly implemented: Visiting plan, Selling tools, Daily routine, Weekly schedule, Monthly work plan, Business meeting and Business review.
  • Ensure the excellent execution and good operations in store by well organize, effectively plan for Cadbury team and well coordinate with other related functions.
  • Ensure that Sales report system is promptly implemented and provide complete-accurate-timely information.
  • Ensure the system to track the implementation progress by day/ week/ month at very basic level.
  • Ensure the modern trade programs in assigned account are evaluated both planning and executing.
  • Responsible for information collection and report on Competitors activities and customer's

2.    Master Coverage:
  • Ensure the Company's coverage plan in assigned account are met and exceeded by establishing the effective work plan and optimum visit frequency by account by store.
  • Continuously explore opportunities for expanding coverage into new geographical areas and sales channels.

3.    Key Account Management:
  • Define and implement company's SKU Priority Standard per priority channels or customer/store-clusters.
  • Develop specific key account plan to meet and exceed company's account KPI’s.
  • Implement Company policy
  • Conduct monthly performance reviews with management of assigned accounts to reinforce sales management systems, review achievement versus objectives and develop sales and trade activities to increase market share, distribution level and productivity.

4.    Superior Visibility:
  • Define a clear vision of in-store excellence in channels or customer-clusters level which delivers un-missable visibility and maximum shopper interaction and conversion to purchase at 4 main-areas: (1) share of shelf (2) planogram layouts at home-shelf (3) 2nd-display (4) POSM.
  • Develop the visibility implementation plan to meet and exceed company's visibility target.
  • Liaise with POB Supervisor to ensure that the POB is rightly deployed at the right time and right place

5.    Customers Development
  • Identify high-performance-account/stores and high-potential-account/stores and develop program to grow these group at the same time. Define the right balance of those groups, drive and control them for the healthy growth of the business.
  • Develop customer insights, identify key gaps, develop and recommend plans to address the gaps. Provide insights about the customer and recommend ways to address customers' specific needs.
  • Manage Company's relationship with customers with an emphasis on developing new business opportunities in assigned accounts. Establish strategic, cross-functional relationships and regular dialogue with key customers.

6.    Products Development
  • Identify the opportunities to grow the focus-SKUs per assigned account.
  • Develop plan including distribution, visibility and activation to meet and exceed company expectation.

7.    Marketing Programs
  • Contribute ideas to Marketing for building effective programs/ campaigns including re-launch/ new-launch.
  • Coordinate with Marketing for execution plan in assigned accounts including distribution, visibility and activation.

8.    Sales Planning
  • Propose and align sales plan by SKUs per channel/ customer to meet and exceed company growth plan.
  • Propose and align trade promotions, marketing, pricing, discount and account servicing.
  • Develop the customer plan in order to maximize sales opportunity in the customer-high-traffic-period and to leverage profitable sales growth with efficient cost.
  • Develop and align the full year modern trade plan; quarterly review and update.
  • Ensure the plans are ready for executions on time, balanced of nation-wide approach and local adaptation.
  • Develop and align smart KPI's to measure the success of assigned key account programs.

9.    Forecasting
  • Proactively plan and work with sales force/ retailers for demand planning.
  • Coordinate with Sales Management and with Supply-Chain in sales forecast to ensure the customer service level for supplying the demand.

10.    Budget Management
  • Optimize the budget with smart spending
  • Track, control, evaluates all spending.

11.    As Manager know the ethical and legal compliance responsibilities of the position; lead ethically and model compliant behaviour; maintain an environment where employees can speak up without fear of retaliation; ensure employees in area of responsibility understand the compliance responsibilities of their jobs and actively participate in the compliance program.

  • Sales management for 5 years with at least three years in Managing Key Accounts
  • Activations and promotions calendar management for at least one year.

  • Fluent in English and Kiswahili

Skills and Certification:
  • Basic Selling Skills- Thorough knowledge of application of basic selling skills
  • Store Visit Procedure – Thorough knowledge of store visit procedure
  • In depth Brand Knowledge- have an intimate knowledge of the brands, their values, positioning, target consumers and personality. In depth knowledge of these brands is important.
  • Business Acumen –Ability to talk and speak business language and the relationships that connect them
  • Customer Focus- Managing the relationship between your company and the customer is a big responsibility. Treating our customers as partners and challenging them to grow their business with your brands.
  • Forecasting Accuracy - Having the right products, in the right place, at the right time is key to the  company's success
  • A university degree in a related field
  • Post graduate qualification in marketing/sales

How to Apply:

Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with detailed CV’s, inclusive of names and contacts of 3 referees, current telephone number and email address by scrolling down and clicking on: Key Account Executive 

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