Account Manager

2 months ago

Johannesburg, South Africa Circana South Africa (Pty) Ltd Full time

**Account Manager**

**Let’s be unstoppable together**

**What will you be doing?**

The Account Manager drives internal team performance and C-suite client collaboration and relationships. They do this by having a solid amount of experience in the FMCG/Retail space, have established relationships and networks and can utilise our technology and their analytics experience to help the client understand their performance and gain competitive advantage. The Account Manager is a sounding board of guidance and advice to their team and understands that their team development and client outputs are critical to their role.

**Responsibilities**:
**Team Leadership**

❑ To lead your direct reports to achieve all business objectives

❑ To provide advice to the business on areas within this function’s responsibility

❑ Show initiative in coming up with new ideas and process improvements

❑ Conduct Performance reviews for all staff under direct report

❑ Drive collaboration across all business streams

❑ Support the onboarding, training, development and mentoring of the team

**Data Mining & Analysis**

❑ Extraction and interpretation of EPOS data, and several third-party data sources, for various FMCG categories

❑ Understand and assess current market, consumer, and category dynamics for a portfolio of clients.

❑ Incorporating various third-party data sources acquired independently or supplied by the client into the analysis

❑ Identifying market and consumer trends, gaps & opportunities across various consumer categories to provide

❑ Recommendations for clients based on what has been identified

❑ Brief-based or Ad-hoc Analysis using the “funnel” analytical approach (drilling down), starting from the macro-economic situation and funneling down to key micro-economic factors and recommendations, such as pricing, promotional and distribution factors

❑ Brief-based or Ad-hoc Reviews - Business, Strategic, Category, Retailer, Basket, Competitor, Pricing, Special Interest and Seasonal Events e.g., Easter, Christmas, Black Friday, retailer promotions and deals

❑ Compiling analyses in a clear, summarised format & layout with actionable recommendations and key take outs

❑ Leading and delivering analysis and insights to a variety of client seniority levels and departments, engaging in both

strategic and tactical discussions to highlight areas of strength, weakness, and improvement.

❑ Workings & outputs are based in Excel & PowerPoint, with the use of internally developed software to support this

**Commercial Leadership**

❑ End to end ownership of commercial processes for client portfolio

❑ Drive Revenue and Margin growth initiatives for client portfolio

❑ Expert in Circana Revenue management processes and software

❑ Ownership of client contract negotiation and legal processes surrounding this

**Client and Key Stakeholder Engagement**

❑ Account & Project Management

❑ Presentation Development & Delivery - ownership of the end-to-end presentation process

❑ Leading engagement with Exco level stakeholders and being a trusted advisor to clients

❑ Formal participation in the client’ meetings and face to face engagements

❑ Both formal and informal meetings with the client to discuss their portfolio of categories

❑ Structured reviews of the client’s key competitors’ performance and unpacking their drivers of growth, followed by suggestions of response strategies to turn performance around

❑ Develop and present Joint Business Planning (JBP) presentations to Retail partners to enhance the client’s performance and service levels

❑ Assist the client in unlocking additional retailer data feeds to bolster their data universe and expand market coverage to gain a competitive edge and first mover advantage over competitors

❑ Draft proposals for additional services i.e., category reads, retailer feeds, and Strategic Analytics projects

❑ Develop new analytical frameworks to bring a fresh and data driven perspective to the client

**Technology & Product Advocates**

❑ To drive future direction and adoption of Circana Products

❑ Commercial awareness as to how the products are utilized by clients

**Requirements**:

- Tertiary Education with 6 - 8 years working experience
- Demonstrated ability to lead a team
- Demonstrated ability to manage and grow key stakeholder accounts and relationships
- Have the credibility of a trusted advisor
- Experience in the FMCG/ Market Research/ Retail environment.

**Measures of Success**
- Revenue retention on accounts
- Client Satisfaction CSAT
- Contract expansions / incremental revenue generation
- On time and correct deliverables
- Thought Leadership creation
- Technology adoption in client portfolio

**Circana Behaviors**

As well as the technical skills, experience and attributes that are required for the role, our shared behaviors sit at the core of our organization. Therefore, we always look for people who

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