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Key Account Manager Job in Nairobi Kenya

Job Title: Key Account Manager    

Job Code: KAM/CC/130423
Number of Positions Open: 1   

Reports To: Country Commercial Manager
Location: Nairobi, Kenya    

Closing Date: Open Until Filled


Our client is a leading beverage company, manufacturer, distributor, and marketer of non-alcoholic beverage concentrates and syrups.
Job Objective:

  • To deal with Key accounts Immediate & Future consumption( IC & FC )  channels
  • Develop the strategic Plan for Key Account Business across the country for increasing market share, NSR and ensuring a profitable volume growth by delivering account specific business solution.
  • To ensure that region   strategies / infrastructure / processes / and capability is in place for the region to function appropriately.        
  • The link between Senior Management and Junior Management: Responsible for the alignment and co-ordination of the Sales Department with other departments (Finance / HR / Supply chain etc.)       
Primary Responsibilities:

Strategic Management:
  • Entrench Compliance to RED standards
  • Formulate Key accounts   strategy as per Company guidelines( OGSM)
  • Translate the sales Budget into Tangible actions to achieve profitability ,volume and growth
Key Accounts Channel Development & Category management:
  • Profitability Volume Growth for the Key Account vs. PY and targets set
  • Managed SKU's through RGM/pack mix management
  • Optimized Execution of KA Merchandising standards.
  • A picture of success 100% compliance with RED  merchandizing standards
  • Conducted Customer Business Reviews
  • Account Development & Customer Business Development
Financial Management and COEs:
  • Formulate Budgets and monitor the expenses
Building capability:
  • Managed Performance  Coaching 
  • Managed sales Objectives and Performance Standards agreed.
  • Maintained Discipline
Quality Management:
  • Compliance to TCCQS standards
  • Compiled Reports
KPI's / Quality Requirements:
  • Availability, Cooler management & activation
  • Key accounts  business plan completed in agreed timeframes & format  and 100% achieved month on month
  • Annually develop the Country Key account Strategy and Marketing plan based on analysis of the market treads  and competitive situation
  • Ensure Key Account Marketing plans and initiatives deliver the targeted Volumes and Profitable performance
  • Commit and sign off with Country Commercial manager, the Key account Monthly Volume on the first Monday of the month
  • 100%  achievement of set volume targets by Channel  and by Key account  Manager & monitor daily progress
  • Ensured Brand ,package and availability targets are met for Key account
  • PICTURE OF SUCCESS/Profitable Channel Management & Developing a channel picture of success in conjunction with KO."
  • Hold a monthly  review meeting with entire Team to review Key Account  performance against plan
  • Attend weekly SOP meeting, alignment with KO
  • MDWT level 3 meeting is held weekly with the client’s manager  to review the Country's Sales
  • MDWT level 2 meeting with KAM’s is held weekly to review aspects of the Region"
  • Formal Market Visits / Developed Schedules to enhance Good Business Relationship Building (CSI Rating)
  • Formal Business Reviews/Developed Schedules / Professional Sales Trend Analysis at Customer Level
  • Monthly review of customers business objectives
  • Ensured tracking of all expenses against Budgets and RE
  • Two coaching sessions per month with direct reports & all competency gaps identified per person and addressed
  • Bi yearly performance review conducted by end of June and end of November
  • KAM's development plan is captured in the People Plan document and forwarded to HR for filing, within 10 days of performance review
  • Quarterly review of team's development progress against skills acquired through respective training interventions"
  • All breaches of IR policies and procedures are acted on within 24 hours
  • All grievance & discipline matters are attended to as per ER policies and procedures"
  • Ensure all SOP are maintained and up to date
  • Responsible for occupation environment and Health and safety in your team
  • 100% compliance to internal and external audits
  • Ensure that all policies & procedures are implemented effectively
  • KAM's & KA Executive  Monthly itinerary are signed off and submitted to the client
  • MDC's  100% accurate order schedule is signed off monthly
  • Attend the monthly BRM meeting
  • 5 years’  Sales Management experience in FMCG business    
  • Clean driving license    
Skills and Certification:
  • First degree from a recognized university (Business studies)   and MBA         
  • First degree from a recognized university (Business studies)  and a member of Professional sales & marketing body            
  • Commercial & Business acumen:  Understanding of the Revenue growth management & Profitability / all other business costs. Strong in Strategic Thinking, Leadership, Communications, Problem Solving & Decision making, Initiative & Follow through, Customer business Analysis. (WFM)        
  • Product Knowledge: How to pack the product / how many units in a case / product category / product price / product shelf-life, target Market of product / benefits of the product        
  • Performance Coaching Skills: Must be able to impart capability onto the Key Account managers
  • Revenue Growth Management: A thorough understanding of this concept with the ability to develop process for implementation in-trade       
  • Disciplinary Process: Must be able to manage performance through this process as per the Company / Disciplinary policy         
  • Administrative Procedures: Applicable knowledge of Company Policy and Procedures       
  • Computer Skills: Excel / PowerPoint / Word (in order to do Presentations / Customer Letters / Analyzing Sales Figures)       
  • Talent management: The ability to see potential and employ the correct candidate (Targeted Selection Training)       
  • Professional Skills: strong in Customer Business Management, Program Execution Management, Direct Sales, Route Settlement, Merchandising , Cold Drink,  Pricing & Packaging Strategy.       
  • Brand & Image Management: Understand consumer behavior / retailer needs (link the two together)
  • Leadership Skills: Essential to encourage Teamwork / Individual Development / Corrective Action / Coaching / Rewarding       
  • Disciplined: Must be able to adhere to routines in order to enforce consistency. Consistently implement Best-Practice       
  • Innovative and Creative: The ability to take theoretical concepts (E.g. RGM) and apply it downwards into a practical/understandable user-friendly tool and implement it through effective coaching   
  • Independence: Working independently most of the time / this requires the individual to be a self-starter
  • Business Acumen: must be able to have the capability to provide business advice to Key accounts
  • Handling Conflict: Dealing with conflicting customers / internal conflict situations with staff/ often acting as a mediator
  • Analytical (Intermediate): Must understand basic business concepts; (E.g. Margins / discounts / Pack mix Trends / Volume Variance Analysis) are able to conduct and demonstrate Business. Reviews and analyze sales volume trends by Customer/Sales Representative (implement all the systems)
  • Local General Knowledge: Must be familiar with the local culture / geography / socio-economic activities etc.
  • Problem Solving Skills: Able to think on one's feet and remain flexible to solve customer complaints independently. Must understand the boundaries and not over promise what cannot deliver.
  • Cultural Influence:  Knowledge of the target customers (background/ traditions)       
Development Within role:
  • Continue with education   
  • Share Best Practices by spending time in other Regions working with colleagues   
  • Focus on Developing the Capability Development process and making a success of it   
  • Management of Key Account Projects   
  • Present at CMT / KO alignment  meetings   
  • When the client’s  Manager is  on Leave- must fill in the role   
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 Manager

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