Key Account Manager

14 hours ago

Midrand, South Africa Coca-Cola Beverages Africa Full time

Coca Cola Beverages South Africa has an exciting opportunity in the Sales & Marketing Department. We are looking for seasoned individuals with necessary skills & experience for a National Key Account Manager role. The purpose of the role is:

- To manage National Key Accounts and its Regions on behalf of the Franchisor and other Bottling partners in RSA aligned to the AFRICA Win Framework
- Build relationships with our National Account Customers to drive mutual Business growth ultimately leading to Market share gains
- The National Account Manager carries the responsibility of designing and implementing activities, in conjunction with other functional departments across the TCCC system in order to minimise the impact of competitor in market
- To support & drive the Regional and Operational teams in the implementation & execution of the business and channel initiatives for the National Grocery Class of Trade.
- This includes the functions of Trade Marketing, CCRM (relationships management), Trade visits and coaching with DC personnel at relevant levels and problem/issue resolution at an Account H/O level.
- Manage, drive and measure the Route to Market framework within the Customer and CCBSA Regions

**Key Duties & Responsibilities**:

- Ensure Channel Strategy is translated into Operational Plans. These plans incorporate the strategic directions for the coming year and addresses programmes by pack and category.
- Ensure Channel plan objectives are achieved - growth / profitability
- Ensure Channel plans are implemented and activated to the AFRICA Win Framework as well as the RED role Model.
- Align on an ongoing basis with Account Key Contacts to ensure the Business plans are developed and implemented
- Regularly review the progress of Trading agreements and take corrective action where necessary.
- Trade Marketing Customer alignment and implementation
- Develop an optimum promotional grid by Category and support DC implementation of the plan.
- Manage promotional spend within the promotional framework and annual
budgetary requirement.
- Monthly analysis of key KPI’s performance - internal and with external Customers
- Manage spend within the framework and requirements.
- Ensure compliance to internal TCCC RACM requirements.
- Understand the Customer dynamics, systems/software solutions and align accordingly.
- Resolution of pricing claims collective with the Finance and Credit teams.
- Negotiates permanent, promotional and ad hoc space with customer.
- Carries out quarterly (or as per agreement) Business reviews by customer.
- Weekly trade visits with Sales Teams identifying opportunities and gaps.
- Ensure the RTM framework is rolled out in accordance with the RTM process.
- Understand pack margin and pack role per customer in order to optimise RTM.
- Utilise market research and analysis to formulate programmes and feedback to customer.
- Builds personal relationship with customer.
- Interacts at all levels within the organisation, feedback on internal queries ongoing.
- Problem solving and conflict handling/resolution.
- Issues to be resolved professionally and efficiently.

**Skills, Experience & Education**:
**Qualifications**:

- 3 year Marketing or equivalent Diploma/Degree. Post Graduate studies an added advantage

**Experience**:

- 3 years experience (at e.g. Sales Manager level) or equivalent FMCG

**General**:
Competencies
- Good Attention to detail
- Strong service orientation
- Sound knowledge of Accounting and Marketing principles
- Excellent interpersonal skills / good motivational skills
- In-depth Product/ Service knowledge adapted to meet these needs and add value.
- Good negotiation skills when dealing with customers
- Ability to work under pressure
- Analytical Skills
- Advanced negotiation skills

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