Job
Title: Key
Accounts Representative
Reports
To: National
Sales Manager
Location: Nairobi
Job Purpose: Key Account Representative will be responsible for managing and
building strong business relationships with all the Mini supermarket accounts
under your portfolio.
Key Accounts: Mini Markets
Key
Responsibilities
Leadership and Management
Leadership and Management
- Communicate
and articulate the business objectives to the team leaders and
merchandiser in a clear and concise manner so that their actions and
activities are properly aligned with the business objectives.
- Operate
as the lead point of contact for any and all matters specific to your
customers
- Set
aggressive targets and continuously monitoring performance to ensure that
the Merchandising team’s outputs are aligned to the business objectives
and achieved.
- Resolve
issues, problems, and challenges that may arise from time to time within
the outlet
- Ensure
that required reports are accurately prepared and issued in a timely
manner.
- Establish
and periodically review Key Performance Indicators and Measures for the
outlets to track performance and put in place mechanisms and actions for
continuous improvement.
- Look
ahead at risks, issues and challenges likely to occur on the outlets and
proactively addressing them to avoid failure to achieve set targets.
- Maintain
a physical presence in the field to reinforce the account strategy,
in-store execution and identify high performance
Sales
Management
- Forecast
and track key account metrics
- Responsible
for overall account performance in your defined territory/stores
- Identify
opportunities and anticipate competitive offers in the market
- Assist
company in the product planning process by providing relevant customers’
insights, strategic thinking and leadership related to all aspects of the
business
- Works
with HQ Teams including sales, marketing, product and finance to develop
forecasts for wholesale sales within the designated territory/stores,
monitor performance against sales objectives, and update as needed.
- Identify
and grow opportunities within territory and collaborate with sales teams
to ensure growth attainment
Customer
Service
- Provide
outstanding, excellent customer service and enhance customer relationships
through relationship-based selling.
- New
customer acquisition and market share growth through education and
innovative methods of prospecting.
- Develop
a trusted advisor relationship with key accounts, customer stakeholders
and executive sponsors
- Ensure
the timely and successful delivery of our solutions according to customer
needs and objectives
- Meet
or exceed territory/store sales goals, new customer acquisition goals and
increase overall company brand awareness.
- Attend
and present at external customer meetings and internal meetings with other
functions necessary to perform duties and aid business development
Training
and Communication
- Contributes
and takes an active role on all meetings and training sessions; shares
best practices and insights for overall growth and improvement of Key
Account Division.
- Responsible
for the maintenance of all sales samples, POS displays and selling
collateral for educating and selling the complete product line.
- Exhibits
strong communication skills and team-based approach with other
departments; consistently follows up on requests, orders and Deliveries.
- Liaise
with other the management and external Stakeholders on all matters related
to the various outlet on marketing and communication.
- Communicate
clearly the progress of monthly/quarterly initiatives to internal and
external stakeholders
- Assist
with high severity requests or issue escalations as needed
Report
Writing
- Monthly
Sales out Report.
- Quarterly
Business evaluation Report
Other
duties
- Performing
any other duties assigned
Knowledge,
skills and experience required for this role
- Bachelor’s
Degree in Sales and Marketing.
- 4-5
years working experience in Sales and Marketing FMCG
- Prudent
skill in communication
- Effective
leadership, training and counseling skills
Competencies
required for this Role
- Proficient
in Ms Office Suites, Sage pastel
- Good
interpersonal and Communication skills
