Job Title: Key
Accounts Manager
Job Code: KAM/H/140513
Number of Positions Open: 1
Location: Nairobi, Kenya
Closing Date: Open Until Filled
A
reputation of high quality soft drinks spanning over half a century, they offer
drinks in line with current trends and updated in keeping with the spirit of
times.
They
operate through Distributors in Kenya and the East African region and expand
their market share continuously with commitment to quality and the infinite
loyalty of their customers.
Responsibilities:
- Provide leadership to a team of Supervisors, Merchandisers and Sales Agents; function as mentor and guide to the team.
- Act as custodian of the Key Accounts sales and marketing strategy for the channel; coordinate and oversee the implementation of this strategy.
- Oversee the recruitment, development and management of outlets/ channel partners
- Identify opportunities for growth in the market and take the lead in exploiting these opportunities; Manage threats by taking proactive measures to minimize exposure to risk and safeguard the company’s position.
- Design, implement and oversee the management of marketing and promotional activities for the channel; Provide timely and relevant feedback on competitor activities, emerging trends and general market intelligence.
- Ensure that Sales targets are consistently achieved/ surpassed to generate sustained levels of revenue.
- Act as the company representative with external audiences such as institutions, local authorities etc.
- Serve as the custodian of all company assets assigned to the channel and to the team including management of such assets in use by the business’ partners.
Key Role Deliverables:
- Accomplish human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling and disciplining employees assigned to key accounts; communicating job expectations, planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
- Achieve KA sales operational objectives by contributing sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining system improvements; implementing change.
- Meet KA sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
- Establish KA sales objectives by creating a sales plan and quota for each partner in support of national objectives.
- Participate in product development by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors
- Design, develop and implement promotions to achieve set objectives; track, manage and evaluate such promotional spending
- Undertake continuous professional development through pursuit of professional/ educational opportunities; keeping updated on current relevant matters; maintaining relevant professional contacts
- Meeting sales, revenue and market share expectations as mandated by the channel annual operational plan and related budgets.
- Manage client relationships through all phases of the sales cycle
- Responsible for tracking customer information, forecasts and reports
- Organize regular meetings with sales representative and merchandisers to ensure effective information flow and to build a cohesive team
- Liaise and coordinate with the supply chain team to ensure efficient delivery of products to channel partners
- Liaise and coordinate with the team and partner staff to ensure that stock levels and share of shelf in the trade are acceptable; initiate and maintain processes that lead to attainment of this objective
- Develop a clear operational plan, including budgets and execution timelines for approval by management prior to making any commitments to customers and other stakeholders
Experience: 7 - 10 years’ experience in sales
and Marketing and a mandatory 3 + years as Key accounts manager at an FMCG
company
Skills and Certification:
- Bachelor’s degree in Sales and Marketing, or a business related field. An MBA or similar qualification will be an added advantage.
- Professional training in Sales and Marketing is highly desirable
- Advanced presentation and analytical skills. Ability to develop and implement proposals is critical.
- Valid driving license
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 clicking
on: Key accounts manager
