National Key Account Manager fmcg

2 weeks ago

Johannesburg, Gauteng, South Africa Futurelink Global Recruitment Full time
Introduction

Our client is looking for a National Key Account Manager to join their team.

Duties & Responsibilities

  • Lead all key account functions for both Traditional Trade and Modern Trade sectors.
  • Develop and execute strategic plans to expand and retain key accounts, in alignment with overarching business goals.
  • Propel sales growth by identifying opportunities within key accounts, leveraging upselling or crossselling strategies, and negotiating contracts and pricing agreements.
  • Conduct thorough market analysis, utilizing customer data and sales metrics to forecast future sales and revenue trends. Deliver regular reports to senior management.
  • Collaborate closely with internal teams, including sales, marketing, product development, and customer service, to ensure cohesive strategy execution for key accounts.
  • Proactively identify challenges within key accounts and devise effective solutions to enhance customer satisfaction and retention.
  • Oversee contracts, agreements, and service level agreements with key accounts, ensuring compliance and addressing any contractual issues or disputes.
  • Cultivate and nurture strong, enduring relationships with key stakeholders within key accounts, including executives, decisionmakers, and influencers.
  • Stay abreast of industry trends, competitor activities, and market dynamics, offering insights and recommendations for strategic adjustments.
  • Provide training and support to sales teams or account managers interacting with key accounts, ensuring proficiency in relationship management.
  • Develop and monitor Key Performance Indicators (KPIs) for the Regional Sales Management (RSM) team.
  • Drive profit and loss (P&L) efficiencies across the customer base, optimizing margin through strategic customer and product mix enhancements.
  • Lead negotiations of trading terms and agreements, and oversee implementation of marketing strategies.
  • Innovate and implement new sales strategies to bolster sales and gain market share.
  • Provide coaching and development to the team on sales strategy formulation and execution.
  • Execute 4P (Product, Price, Place, Promotion) strategies and manage financial aspects.
  • Ensure agents achieve excellence in 4P execution instore.
  • Monitor Average Selling Price (ASP) spending to identify risks and opportunities.
  • Optimize contracts to enhance return on investment (ROI).
  • Approve deals and negotiations conducted by the team.
  • Deliver business review presentations to the Leadership Team.
  • Ensure RSMs meet their KPIs and secure forecasted volumes.
  • Enhance forward share and onshelf availability.
  • Conduct ROI calculations, sales forecasting, and trade visits.
  • Monitor display and deal compliance, and resolve claims and invoices.
  • Implement price increases as necessary.

Desired Experience & Qualification

  • Matric.
  • Relevant tertiary qualification.
  • Experience in the manufacturing/pharmaceutical/personal home care industry.
  • Solid sales track record.
  • A selfstarter, keen, ambitious, and hungry to get results.
  • Relentless and experienced in reaching out to leads and generating sales.
  • Excellent verbal, negotiation, and presentation skills.

Interested?

Job Types:
Full-time, Permanent

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