Key Accounts Manager

2 weeks ago

Johannesburg, South Africa Recruitment Matters Africa Full time

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

To develop and execute our customers’ strategy and customer business plans. To further ensure the achievement of turnover and profit and loss of customers for respective categories, and for the implementation and optimisation of category strategies within the customer.

**Responsibilities**:
Strategy and Business Planning Development
- Develop a specific sales strategy, which is aligned to the customer’s and key account’s strategy and targets and translate it into a clear activity plan
- Ensure the sales strategy is carried out timeously, within correct format and is relevant to the customer portfolio.
- Analyse the national market, key account, broader category and customer information to develop robust sales activities to realise the targeted market share.
- Carry out category and customer performance analysis.
- Tactically review and adjust plans to account for market dynamics and learnings.

Account Management
- Manage overall levels of customer investments for respective category.
- Ensure that products are on the shelf accordingly to agreed timelines, with appropriate activity and within the agreed budget.
- Plan and negotiate listing and launch of products including pricing, placement and promotion.
- Manage the listing process by ensuring all documentation and requirements of the retailer are met by the customer.
- Develop promotion plans and manage promotional investments that are aligned with the customer’s national channel strategy.
- Develop customer activity plans and communicate the plan to all relevant stakeholders and manage national alignment of plan.
- Acts as an active ambassador for customers at the retailer
- Effective financial acumen, including:Negotiate spend and ensure activity compliance and return on investment.

Negotiate national customer listings and launch support with relevant buyers.
Negotiate trade terms, trade funding and counterparts aligned to the customer strategy for respective categories.

Operational Excellence
- Responsible for implementation of operational excellence within, by managing customer relationships and ensure delivery against the customer’s key account strategy on a national basis.
- Provide clear objectives and deliverables for the field team in line with the customer strategy.
- Ensure efficient volume delivery through the management of the in-store environment.
- Ensure product availability and visibility in stores and further manage recommended shelf prices according to customer guidelines.

Stakeholder Engagement and Relationship Management
- Communicate sales strategy and aligned activities to all relevant stakeholders.
- Implement customer agreements and monitor and build customer relationships.
- Manage national alignment of customer activity plans.
- Build strong internal and external relationships, displaying excellent abilities to advise, influence and persuade relevant stakeholders.
- Maintain regular contact with key stakeholders using formal and informal opportunities to expand and strengthen relationships.

**Skills**:

- Customer and relationship management
- Financial acumen
- Trade spend negotiation and optimisation.
- Excellent operational understanding and execution
- Selling skills
- Business planning and analytical skills
- Business process optimisation and management
- Excellent negotiation skills
- Industry understanding and established trade network.
- Appreciation of supply chain networks
- Shopper insights
- Networking and influencing skills.

**Qualifications**:

- Relevant Tertiary qualification at NQF level 7
- 6 to 8 years relevant Account Management/Customer Marketing experience

**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**:

- Account Management/Customer Marketing: 6 years (required)

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