Senior Key Account Manager

3 weeks ago

Johannesburg, South Africa Pernod Ricard Full time

CONTEXT AND PURPOSE OF THE ROLE:
Changes in the retail environment will result in Pernod Ricard South Africa changing the way it manages its Off-Trade business and will therefore need to adapt in order to respond to the:
- Strong development of grocers across formats and price points- Concentration of key retail chains through international acquisition- Decrease of traditional off-trade- Digital innovation enhancing shopping experience- Emergence of e-commerce

In this context, the purpose of the role is to align, develop and implement the Off-Trade Channel and Investment plan for large, Key Account Groups within South Africa e.g. grocers and retailers or wholesalers, cash and carry’s, independent beverage chains, that will deliver against PRSAs objectives in the South African domestic spirits market.

KEY DELIVERABLES OF THE ROLE:
- Deliver Pernod Ricard South Africa business goals of turnover, profit and market share- Implement Off-Trade strategy including resource allocation proposition (e.g. off-trade clients investment management)- Define and implement tools to achieve the strategy and business objectives (e.g. trade terms, customer joint business plan, trade marketing plan, segmentation)- Support Off-Trade Channel Director in key business periods during the fiscal year (e.g. budget, price increase)- Develop, coach and motivate Key Accounts Manager- Live the Pernod Ricard vision and values internally as well as with external stakeholders

KEY INTERACTIONS:
- Key internal interactions include Pernod Ricard, Sales Leadership team members (including Field Sales team to develop and review business growth initiatives, perform field visits) Operations and Marketing teams- Key external interactions include clients (e.g. business review and strategy alignment) and stakeholders (e.g. retail associations)

Commercial Strategy & Planning

Ability to, implement and get alignment behind a commercial plan, taking into account the short
- and long-term view:
- Define and monitor short to long term business plan and priorities: growth opportunities, objectives, actions, resourcesat channel, customer and brand levels- Set KPIs, to monitor commercial activities and manage commercial performance at channel, customer and brand levels- Coach others and transfer her / his experience

Business Intelligence

Ability to get a deep understanding of the market - competitors, channels, categories & customers - to transform it into business opportunities:
- Get a deep understanding of the market dynamics - direct / indirect competition, channels, customers
- by collecting & analyzing internal / external information, data and trends, using digital tools when relevant;- Monitor competitive intelligence;- Identify and define business opportunities and key drivers of growth;- Identify risks and opportunities of market changes (competitor moves, new channel development, changes in legal and regulations ).

Negotiation

Ability to manage customers’ needs and requests through appropriate negotiation cycle and techniques, in order to achieve global business objectives:
- Understand complex customer’s business stakes, environment, needs and challenges in the negotiation process;- Use negotiation resources and techniques to reduce gap between customer’s demand and business objectives, in line with the commercial strategy;- Identify win-win states and common interest grounds to establish customer partnerships;- Anticipate customer’s behaviors, changes, risks / opportunities or conflicts and adapt the negotiation cycle (process, style) accordingly.

Project Management

Ability to plan and organize diverse tasks in a transversal project, managing and maximizing performance of project teams (internal & external), to achieve objectives in time:
- Define and plan a project: scope, objectives, responsibilities, planning, KPIs, resources;- Manage a project: resources and planning monitoring, cost and risks evaluation;- Foster collaboration, coordinate and motivate project team members, to maximize the team performance;- Engage stakeholders around the project and get their buy-in: communication and promotion of the project within organizational culture.

Influencing & Partnering

Ability to establish and develop trusting and impactful relationships with internal and external stakeholders:
- Demonstrate influencing skills, internally and externally;- Develop an efficient network through strong interpersonal skills and a good understanding of organizational and individual issues;- Create partnerships through the development of successful long-term relationships, that will positively impact the business- Listen actively;- Present clear and compelling ideas, and transmit impactful messages, making the most of presentation tools and technologies.

Drive for Business Results

Ability to recommend, implement and evaluate effectiveness of business activities (Commercial and Marketing) in order to optimize business performance and ensure excellence

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