National Key Account Manager Modern Trade

2 weeks ago

Bryanston, South Africa Danone Full time
About the job
To grow Invoiced Sales, Net Sales & Volume in line with BU objectives in selected portfolio of Customer through development and execution of appropriate sales strategies, leadership of accounts and team work across all key interfaces

About you
-
CUSTOMER / SHOPPER UNDERSTANDING & INSIGHTS

  • Analyzes all relevant information and identifies opportunities in line with Shopper by Customer
  • Assesses Customer Shopper Missions and puts forward recommendations to drive Promotional Plan
  • Understands the Shopper missions and aligns instore execution opportunities with CP&I
-
CATEGORY GROWTH SPACES & SELLING STORY DEVELOPMENT

  • Uses data on Category / Segment Performance to assess the Category within the Customer (Nielsens)
  • Uses internal Growth Spaces in building the customer proposition alignment
  • Uses simple analytical tools to build Range & Merchandising recommendations
  • MSL by Cluster
Insights Knowledge (Spar Specific) to leverage against opportunities
.
-
PROFITABLE REVENUE GROWTH MANAGEMENT

  • Post Analysis of promotion against identified ROI% and CO% requirements
  • Price indexing versus Competitors across different segments
  • Analyzes and tracks investments within Customer against SKU and gives input into MIX/Pricing/Promotion
  • Full P&L understanding know which triggers to use to influence outcome
Adherence to PRGM principles and guidelines
-
CUSTOMER MANAGEMENT

  • Owns the Customer Relationship at a National Key Account Level and across Region
  • Prepares Customer Reviews for Discussion Monthly and Review, using insights to drive growth
  • Uses Customer specific data / Category & Shopper data as inputs
  • Prepares for each important negotiation, identifying 'Must Gets', 'Wish List' and 'Concessions'
  • Manages all Pricing (Externally and Internally) in line with process
  • Tally Accrual Process
  • Managing the Customers Budgeted Spend Process in TTM in line with policy
  • Coordinate trading term proposals in line with process
  • Captures claims within TTM
  • Manages events and implements projects efficiently
  • Trade Shows / Customer Events
  • Developing briefing docs for Sales force/Agent execution


 NPD
  • All PDF's; Prop Docs; Listing Trackers; Trade Presenters
-
DRIVING CUSTOMER PORTAL

  • Understands and monitors Customer on line sites and recommends changes (Graphic Content relevant)
  • Full Logistic / Supply Chain Portal Management (Demand Planning/CSL/Monthly Scorecard/Range and Pricing
  • Woolworths
Leads any CSL issues and highlights to business
-
SYSTEMS MANAGEMENT & REPORTING

  • Manage Customer Portal Interface (where applicable)
  • Monitor SOH / Sales Out Data / CSL / Distribution / Pricing
  • Captures all Pricing Deals in both Internal and Customer Systems


 Demand Management Ownership
  • Monthly alignment on Rolling forecast in line with expected Volume sales M1 at a 85% Forecast Bias Accuracy.

ESSENTIAL LEVEL FOR THE JOB
3-year suitable degree


5 years National Account Management experience preferable within Spar or within a commercial environment, 3 years previous Field Sales experience dealing with Key Accounts a must.

Senior Customer Management Role within Key Accounts. Strong Commercial understanding / Business Acumen / Negotiation Skills / Supply Chain knowledge

  • Customer Alignment
  • Internal & External Stakeholder Management
  • Financial Accountability - Analytical Skills / Commercial Acumen
  • Negotiations Skills - Collaboration & Influence across Customer & Internal
  • Strong Systems Management through process
About us

About us external:

We offer:

A job which could easily turn in to a career in Danone. We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoner's potential and when we build careers based on these superpowers and when we develop everyone's potential to the fullest magic happens. This is how we like to see Talent Management in Danone.


This is a highly visible position within Danone; you will interact with Internal - Marketing, Sales Supply chain, SSD and External - Suppliers, CO-packers.


Challenge, innovate, convince
and find alignment when needed. This role has no direct reports.

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