Job Title: Key Account Manager - Modern Trade
Job Purpose: Managing and developing the business at a strategic
level within the organisation with key modern trade customers and to work in partnership
with these key accounts to develop our client’s brands and optimise
profitability.
Developing and effectively implement
the channel strategy, terms and conditions and other global initiatives and/or
best practices in the identified key accounts while ensuring the best advantage
for each brand / category is achieved profitably.
Developing and maintaining a clear
understanding of developments in the account and exploiting all the
opportunities.
Core Functions:
Core Functions:
- Development, Administration and successful
execution of the Annual Business (account activity grids / joint business
plan) predicated on the Budget goals for the channel and accounts.
- Servicing (includes selling, merchandising,
collections, account growth planning and implementation, relations
building etc) the key accounts and branches effectively.
- Ensuring continuous improvement in
distribution, merchandising, call coverage, efficient resource
utilization.
- Ensuring that the trade manager and brand
managers are fully aware of the developments in the accounts, to be able
to help in executing account strategy, terms and conditions and other best
practice effectively.
- Providing training to the merchandisers and
supporting them to ensure successful implementation of the accounts
strategy countrywide.
- Implementing Class of trade strategies for
each brand to the best advantage for each S.K.U. in the account.
- Influencing and promoting PR brands from
existing and prospective customers through a commercial based approach.
- Achieving and managing sales targets within an
assigned account.
- Effectively manage customer/3rd party accounts
to ensure sales revenues are in line with company objectives.
- Providing insights to PR teams on competitor
plan and activities within different categories where relevant.
- Implementation of trading terms and other off
trade business plans as per company objectives.
- Ensure flawless trade execution of the agreed
planogram and enforcement of the agreed assortment through effectively
managing and meeting with merchandising team.
- Understand key accounts order processes and
align with merchandisers and our client’s logistics to ensure synergy, and
efficient replenishment in order to avoid out of stock situations.
Specific Responsibilities:
Business Planning and Forecasting
- Developing long term and short term detailed
strategic business plans, which include profit forecasts and take the
channel strategies into consideration in order to ensure that the business
is developed in the respective channels and activities are implemented
effectively.
- Ensuring that business plans also focused on
the customer’s needs and displays both an in-depth understanding of the
customer’s business as well as the objectives of our client
- Presenting business plans both to the clients
as well as to relevant internal staff.
- Providing regular reporting – monthly and
quarterly reviews with the customers as well as ensuring that there is
regular reporting internally.
Promotional Activity
- Managing promotions from the initiation
through to the successful implementation according to the agreed business
plan.
- Communicating with the Sales Managers as well
as other relevant internal and external parties to ensure that they are
aware of the agreed business plan and the monthly and quarterly
promotional cycles and work with them to ensure the successful
implementation of these plans according to brand strategies.
Category Management
- Utilising store layout, category development
and shopper behaviour to maximise the return on investment.
- Maximising return on investment with
measurable objectives with each key account customer according to
customised activity plans.
- Ensuring the our client’s range is listed
correctly and in line with the profile of the key account customer’s
business.
- Liaising with our client’s Trade Marketing as
well as the Marketing and Brand Managers to ensure that activities is in
line with our client’s brand strategies.
Relationship Management
- Developing and maintaining excellent
partnership based relationships with the clients, both at their head
office level as well as with the client’s store managers at a regional
level.
- Regularly visiting regional branches for the
various key accounts to develop and maintain relationships with the key
stakeholders and optimize any available opportunities.
- Negotiating excellent customer agreements,
which manage the commercial aspects of the business plan for both our
client and the customer.
- Developing and maintaining excellent internal
relationships with the area sales managers and sales representatives and
ensure that there is regular communication so that they are clear about
what is being planned with the key accounts in their region.
- Developing and maintaining excellent internal
relationships with Marketing department – both with Trade Marketing and
the Marketing and Brand Managers and ensure regular communication.
Job Requirements:
- Bachelor’s degree in any relevant field.
- Five (5) years’ experience in the FMCG sector,
specifically in Key Accounts.
- Ability to motivate and lead 3rd Party
contracts (merchandisers).
- Computer literacy in Microsoft Office
suite.
- Proficient in use of Excel.
- Experience in using a Sales system.
- A valid driver’s license.
- Able to work independently within set
parameters.
- Good negotiation and customer relationship
management skills.
- Ability to influence and engage with
stakeholders at all levels.
- Good planning and organising skills.
- Excellent oral and written communication
skill.
How to Apply
CLICK HERE to apply online
