Key Account Executive Cape Town, South Africa

7 months ago

Cape Town, South Africa Philip Morris International Full time

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business and building our future on one clear purpose - to deliver a smoke-free future.

With huge change, comes huge opportunity. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly new directions.

Sales and Marketing at PMI feels like building a new business - but with the accumulated expertise of a global brand behind you. Bring us your curiosity and capacity to engage people and you can be part of the digital, omni-channel team that’s driving our huge commercial transformation.

If you’re a forecaster and forward-thinker, you can make a huge impact, crafting sales strategies across all markets. But, here, your innovation will do more than just improving sales. You’re not persuading someone to savings account or try a new drinks brand.

As the Key Accounts Executive, your role entails developing, proposing, and executing Key Account-specific strategies aligned with PMSA's overall Key Account strategy. Your focus is on securing PMSA's Share of Market growth and improving merchandising position through availability, visibility, brand building, and pricing strategies. You'll cultivate and nurture long-term relationships with Key Accounts, ensuring ongoing communication and collaboration across various functions within the organization to successfully implement the strategy. Your efforts aim to position PMSA as a valued business partner, fostering opportunities for business growth and success.

In a complex and highly competitive environment the Key Account Executive must:

- Develop understanding of each account's intricacies and negotiate with experienced buyers.
- Identify and secure correct product range for each geographical region.
- Counteract competitors' established relationships with accounts.
- Manage financial budget while adhering to company policies.
- Be prepared for travel as required.

Your Day to Day

Sales Strategy
- Develop account and channel specific plans to achieve or exceed availability, visibility, and Share of Market (SOM) objectives, contributing to a competitively advantageous Key Account strategy.

Distribution
- Manage PMSA brand portfolio to enhance SOM, ensure product availability, visibility, and optimal pricing.
- Monitor price positioning and negotiate competitive pricing for PMSA brands.
- Monitor payments and receivables; assist when requested in obtaining payments that are overdue.

Product Availability / Visibility /Pricing
- Manage PMSA brand portfolio to enhance SOM, ensure product availability, visibility, and optimal pricing.
- Monitor price positioning and negotiate competitive pricing for PMSA brands.

Negotiations
- Negotiate contract terms with Key Accounts aligned with PMSA strategy and resources.
- Ensure contracts are comprehensive and legally compliant.

Budget Management
- Propose and handle budgets for Key Accounts to improve availability, visibility, and image of PMSA brands.
- Maintain budget database and ensure financial commitments adhere to policies and procedures.
- On a monthly basis ensure the Key Account budget database is updated including tracking of YTD spend, committed amounts and planned expenditure for the current financial year. Make sure that all contracts and / or agreements are in place.
- Monitor that claims are submitted on a timely basis and intervene when necessary to obtain invoices, following through on the payment process so that the Key account is paid within the agreed time frame.

Account Management
- Build and maintain profitable relationships with Key Account customers.
- Define and negotiate specific programs and activities to achieve distribution and merchandising objectives.
- Supervise compliance with agreements and support field management in providing professional service to Key Accounts

Market intelligence
- Analyse market information from Key Accounts and propose action plans.
- Contribute to maintaining updated sales information systems.
- Support National Key Account manager in performance management.

Compliance And Legal Framework
- Ensure full compliance with applicable laws and PMI principles across the organisation.

What you need
- Completed degree in a relevant field preferred
- 3 -5 years’ sales experience in FMCG sector; solid understanding / experience of dealing with Key Accounts
- Proficiency in Microsoft Office (Excel, PowerPoint, Word, Outlook)
- Strong negotiation and problem-solving skills
- High level of numeracy is required
- Advanced English proficiency

Key Competencies:

- Action Oriented
- Customer Focus
- Problem Solving
- Learning on the Fly
- Integrity & Trust
- Standing Alone

What we offer

Our success depends on our dedicated employees who come to work here every single day with a sense of purpose and an appetite for progress. Join PMI and you too can:

- Seize the freedom to define your fu

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