Key Accounts Manager
Responsibilities
and Accountabilities
Area
1: Key Accounts Strategies Development
•Develop
and implement strategies and tactical plans for key accounts to ensure
sustained business growth in the assigned customer market in line with the
overall Commercial Division plans.
•Effectively
gather, interpret and utilize multiple information sources to develop
customer-specific tactical plans and programs.
•Collaborate
with marketing teams regarding strategies to develop an understanding of
product distribution, placement, pricing and promotional initiatives
Area
2: Trade Development
•Achieve
product availability targets through identifying and negotiating listings and
targets for strategic focus brands to drive and maintain numeric distribution
by brand category.
•Enhance
product accessibility through identifying and negotiating SOVI(Forward Share
Inventory and limit Out of Stocks) and achieving cold and ambient space targets
by channel and brand category
•Promote
product affordability on price by ensuring adherence to Recommended Retail
Price (RPP) guidelines per strategic focus brand by channel and outlet type.
•Identify,
negotiate, plan and execute activation opportunities such as promotions and
tastings with customer in line with national sales plan
•Using
the SFA tool to analyse the market in terms of demand and use this information
to manage metrics including calls, strike rate targets, outlet expansion, sales
volume, profit, and expenses associated with selling products to the key
accounts.
Area
3: Key Distributor Management
•Work
in collaboration with distributors to ensure that the key accounts are fully
serviced as per agreed SLAs.
•Execute
key distribution, placement, pricing and promotion initiatives within assigned
accounts to achieve target sales revenue in a profitable manner.
Area
4: Relationship Management
•Establishing
and managing winning trading relationships with the key contacts in the
allocated portfolio for the overall benefit of the business.
•Aligning
sales functional excellence to changing market demands to the market need of
the assigned portfolio to ensure sustained business operations and growth
Area
5: Team management
•Organize
and manage the available human capital within the department through training,
development, performance management and proper positioning to ensure optimal
productivity and high value services to internal and external customers.
Minimum Requirements
•Bachelor
degree in Business field.
•A
Master’s degree in a relevant field will be an added advantage.
•A
minimum of 5 years’ experience in retail and experience with key accounts
•Practical
experience in use of MS packages and ERP systems
Technical
Competencies
•Customer
Operations Management; Ability to Manage distributor RTM operations in General
trade, Key Accounts and HORECA outlet operations by supplying the right
products to the right market.
•Stakeholder
Relationship Management: Ability to manage relationships with customers,
consumers, Government bodies and authorities. Has an Understanding of the
impact of customer perception and attitude on overall level of customer
satisfaction affect long-term customer loyalty.
•Sales
Management: Possesses selling, negotiation, prospecting, merchandising and
process innovations skills. Understands the process of completing a sale in
response to an acquisition, appropriation, requisition, or a direct interaction
with the buyer at the point of sale.
•Trade
Marketing: Ability to ensure consistent supply and availability of the product
to the end consumer. Able to conceptualize, run activation initiatives and
enhance innovation on initiatives.
•Revenue
Management: Experience in managing profitable portfolio mix, ROI of initiatives
as well as distributor/customer profitability. Must be able to apply analytics
that predict consumer behavior at the market levels and optimize product
availability and price to maximize revenue growth.
•Brand
Knowledge: Exemplary understanding the all brands, target consumer, where the
brands plays vs. competitor brands/positioning competitor activities. Able to
educate and enhance customers /consumer understands and recall of the brand and
its products.
•Commercial
Awareness: Adeptness of the trading environment, micro and macro-economic
factors, tax regimes and implications, competitor activities. Has the ability
to keeps abreast with new and developing trends around the commercial business
space.
•Reporting
and presentation: Proficiency in reporting routines, what to report and how,
feedback sharing and communication, sharing/showcasing best practices and
initiatives, ability to present self and sell the brand/company image
How to Apply
