Key Accounts Manager
2 weeks ago
To be mainly responsible for building and maintaining strong relationships with the Key Accounts. The position will supervise and support other managers to increase sales & profitability.
As a Key Account Head, person should be organized and able to analyze the performance metrics and develop improvement/growth plan.
This person will be responsible for managing strategic customer accounts at a national level, maximising all opportunities for sales within the accounts.
Responsibilities:
- Account & Relationship management: Maintain knowledge and awareness of competing products/services, discount and pricing structures, and overall strengths and weaknesses in order to determine how best to service and motivate key accounts to stay with the business.
- Achieving Sales & Revenue Targets:
- Update sales funnel and participate in sale review.
- Ensure that profitable sales volume and strategic objective targets are met.
- Assess, clarify and validate the consumers' needs on an ongoing basis.
- Ensure that collection of credit should happen in stipulated given time
- Strategy: Implement Sales strategies that lead to high consumer satisfaction, hence, building Awareness and credibility with the Key clients and buyers. Active participation in the strategic account planning process in which departmental financial targets, performance objectives, account management standards, and critical milestones over specific periods of time are decided upon
- Analytics and improvement: indepth analysis of company data and competition information towards facilitating category wise sales and brand strategy execution ,as well as course correction.
- Monitoring and improvement: Review target vs achievement and create report for Top Management, which facilitate the creation of informed account management decision making and strategy formulation.
- Pricing & Promotions: Preparation of Price documentation for the products & schemes in consultation & keeping in loop the Category Managers & Sales Heads and secure appropriate approvals from the Management prior to sending commercial proposals to Key accounts.
- Training & development : Coaching & training of Team member(including 3P team) for continuous engagement and skill improvement
Key Skills:
- Analytical Ability
- Business Acumen (general sales, marketing and Production knowledge)
- Negotiation Skills
- Confidence, and executive presence Culturally
- Ethics & Integrity
- Managing change, adaptability and dealing with uncertainty
- Problem Solving & Decision Making
- Results Driven/Detail Oriented
- Take Initiative
- Team Player/Team Building
- Established understanding of KAM,formal trade operations (Sales/Marketing)
- Strong skill set in Analysis, strategy development and delivering results with minimum supervision.
Qualifications:
- Preferred Bachelor's degree in business administration, finance, Marketing, or closely related field which will provide knowledge of the principles, practices, and administration of Formal trade and KAM business.
- 10 years+ or equivalent in experience of FMCG / Beverage's domain, directly involved with Key account management, Formal trade operations.
- Any Africa/ International work experience will have additional advantage
Job Types:
Full-time, Permanent
Ability to commute/relocate:
- Johannesburg, Gauteng: Reliably commute or planning to relocate before starting work (required)
Education:
- Bachelors (required)
Experience:
- FMCG: 10 years (required)
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