Key Account Manager

3 months ago

Johannesburg, South Africa The Estée Lauder Companies Full time

**Job Overview**:

- Supports brands on the definition of their go to market strategy and commercial plan.
- Develops and delivers the key account commercial plan with consent of GM and brand managers, leading negotiations with retailers on stock and sales.
- Drives and develops ELC’s position/share/ranking with the retailer, in close partnership with Brand Managers
- Owns the key account KPI’s.

**Manages key accounts**:

- Builds and develops long-lasting relationships with Retailer/ Pharmacies and their buyers, creating winning partnership.
- Drives and develops ELC’s position/share/ranking with the retailer, leveraging scale across brands where it makes sense.
- Builds the retailer plan across ELC brands in close cooperation with the brands and execute different brand strategies with the retailer.
- Explores new business opportunities together with the retailer and in discussion with the brand managers.
- Collaborates with corporate team and brand teams to ensure alignment.
- Evaluates the competitive landscape and evolution of retailer through regular site visits and external reports, where applicable.

**Delivers the commercial plan**:

- Supports brands on the definition of their go to market strategy and commercial plan, including assisting with defining sales objectives and forecasts per Retailer/ Pharmacy
- Based on the commercial plan, drives negotiations with retailers, in close partnership with brand managers, including negotiations of CRM data in partnership with CRM lead
- Manages execution and governance of KAM contracts within the mandate provided.
- Owns the key account KPI’s, gross sales, returns and accurate estimates.
- Assist NOM’s with Bonification targets with retailers monthly.
- Achieves monthly sell-through and sell-in targets in cooperation with Brands.
- Works with internal stakeholders (Brand team, Demand Planning and Supply Chain) to secure correct forecast and delivery.
- Evaluates retailer campaigns and provides feedback to brands.
- Works with eKAM to ensure 360 account management.

**Qualifications** Qualifications/Knowledge/Skills**
- 8-10 years’ work experience in marketing/sales and/or retail business development.
- Business Administration, Commercial Management or equivalent degree.
- Strong negotiation skills to ensure we continue to win corporately.
- Strong analytical skills to ensure opportunities are identified.
- Good understanding of Competitive Landscape, Retail and Market
- Understanding of the country’s economic, political, social, cultural, and business landscape and issues.
- Good industry knowledge and network of relationships in the industry - with customers, retailers, suppliers, and other business partners.
- Broad and deep knowledge of the Brand and target consumers.
- Previous experience in similar position, point of sales and/or commercial area.
- Executes ideas to keep the right image and reputation of the Brands.
- Deep experience in sales and distribution.
- Ability to analysis and control of budget, conceptualize goals and capable of planning and executing the sales plans.
- Think Strategically and ability to manage multiple projects and priorities.
- Excellent attention to detail and highly organized.
- Excellent organizational skills.
- Excellent communication skills internally and externally.
- Excellent negotiation skills and business acumen.

**Key Personal Characteristics**
- Capable of multi-level communicating, and strong in persuasion and negotiation.
- Excellent interpersonal skills and strong influence capability.
- High attention to detail & organisational skills.
- Able to effectively manage complex projects, delivering on time and on budget.
- Smoothly handles multiple brands/priorities, able to move with agility when required.
- Strategic, creative and innovative; seeks out fresh ideas from a variety of sources. Not afraid to challenge the status quo.
- Decisive, able to make sounds decisions despite uncertainty and pressure.
- Displays strong learning agility; understands what to keep, and what to change.
- Enthusiastic, proactive, and positive approach to work and tasks. Takes initiative to lead self in execution of job responsibilities.
- Strong stakeholder management & interpersonal skills.
- Confidentiality, tact and discretion when dealing with people.
- Good business acumen.
- Store visits essential

**Job**: Sales

**Primary Location**: Europe, Middle East, Africa-ZA-GP-Johannesburg

**Job Type**: Standard

**Schedule**: Full-time

**Shift**: 1st (Day) Shift

**Job Number**: 241595

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