National Key Account Manager

2 weeks ago

Midrand, Gauteng, South Africa GP Consult Full time
Gauteng, Midrand

  • R R 80000 Monthly Cost To Company
National Key Account Manager - Olifantsfontein

The National Accounts Manager coordinate the relationship the company has with its clients.

The incumbent should be able to attract repeat business and maximize sales opportunities as well as have strategies to grow market share.


KEY PERFORMANCE AREAS

  • Business Planning
  • Creative Business Development
  • Execution
  • Strong Customer Relationships
  • Fact Based Selling
  • Forecasting Accuracy

MINIMUM DUTIES AND RESPONSIBILITIES

1.

Business Planning

  • Define growth opportunities within each category relative to the key account and gain buyin to enable opportunities.
  • Evaluate potential risks to the plan and develop contingencies to overcome or foresee them.
  • Align customer plans with company's brand and customer strategic focus as per functional objectives.
  • Secure approval for these plans through the account planning process
  • Development of forecasts in conjunction with customers, and ensure processes and plans are in place to execute the plans.
  • Monitor performance against forecasts and targets, deploy tactics to combat deficits.
  • Once jointly agreed goals (budgets and investments) are locked in, track weekly sell in, sell through and stock performance and proactively communicate deviations.
  • Analyse monthly sellin, sell through, stock and productivity (stock turn) performance by brand, product category, region, and store (where applicable) to preserve a healthy balance for sustained future business.
  • Analyse credits/returns/markdowns/tallies, coop advertising and promotional spend against budget and relative to the performance of each key account.
  • Prepare pre and post promotion analysis and share for future decision making.
  • Conduct and lead a review of customer performance vs the plans and mutually agree to adjust where necessary to achieve objectives.

2.

Creative Business Development

  • Develop relevant, unique, and creative growth plans in conjunction with the customer and marketing for execution through the field sales team.
  • Recommend and implement adjustments /corrective actions/solutions to address problems and budget shortfalls on each account.

3.

Execution

  • Keep abreast of developments in the store environment through work in collaboration with sales field teams, consider competitor activities in store and fully understand systems and procedure each key account follows.
  • Monthly trade visits with sales field representatives to identify opportunities within the store environment, quality in execution and note competitor activity.
  • Regular communication with Field Operations teams to effectively manage the opening, revamping, and store closures.
  • Engage regularly with customer logistics and the planners to ensure planned orders are shipped on time and in line with monthly forecast of the account.
  • Ensure relevant Cycle information (Promotions, Listings, NPD ) is always presented timeously to key stakeholders

4.

Strong Customer Relationships

  • Regularly communicate with Key contacts on all developments on the account.
  • Drive to continuously build a strong business partnership and links with each key account to enable mutual beneficial business operations.

5.

Fact Based Selling

  • Ongoing analysis of developments in the industry, categories, competitors, accounts, and brand performance within accounts to develop factbased insights and drivers of brand growth.
  • Develop and execute insightful and meaningful presentations including factbased information gained through accredited data sources to build and secure ongoing support.

6.

Forecasting Accuracy

  • Ensure that all promotional and launch volumes are accurately reflected and included and the demand forecast.
  • Actively participate in monthly forecasting (S&OP) meetings with information on sell in, sell through, new product performance, promotional buy in volumes and timings, stock movements, which may affect the demand plan.

MINIMUM REQUIREMENTS OF POSITION

  • Minimum of 3 years' experience in a Key Accounts role within FMCG sector
  • A commercial degree will be an advantage

SKILL SET

  • Computer proficiency with Microsoft Office.
  • Excellent interpersonal skills with the ability to influence
  • Good rapport and communication skills.
  • Planning, Organisation and Flexibility;
  • Innovative mindset.
  • Ability to analyse data with view of developing insights as well as look for opportunities to drive sales.
  • Numerate, able to interpret sales information and recognise trends.
  • Flexible and adaptable able to adapt and vary approach.
  • Proactive mindset
  • Willing to identify problems and independently develop and implement solutions.
  • Ability to operate under pressure and meet tight deadlines.
  • Ability to represent the company's best interest in negotiations and discussions with retail business partners
  • Good team player and should meet or exceed tea

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