National Key Account Manager

2 weeks ago

Johannesburg, 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 cross-selling 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, decision-makers, 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 in-store.
- 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 on-shelf 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 self-starter, 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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