Job
Title: Key Account Manager
Job
Code:
KAM/CC/130423
Number
of Positions Open:
1
Reports
To:
Country Commercial Manager
Location:
Nairobi,
Kenya
Summary:
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:
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
Communication:
- 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
Experience:
- 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
Optional:
- 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
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