National Account Manager Modern Trade

4 weeks ago

Johannesburg, South Africa Danone Full time

About the job
To grow Invoiced Sales, Net Sales & Volume in line with BU objectives in selected portfolio of Customer through development and execution of appropriate sales strategies, leadership of accounts and team work across all key interfaces.

CUSTOMER / SHOPPER UNDERSTANDING & INSIGHTS
- Analyzes all relevant information and identifies opportunities in line with Shopper by Customer
- Assesses Customer Shopper Missions and puts forward recommendations to drive Promotional Plan
- Understands the Shopper missions and aligns instore execution opportunities with CP&I

CATEGORY GROWTH SPACES & SELLING STORY DEVELOPMENT
- Uses data on Category / Segment Performance to assess the Category within the Customer (Nielsens)
- Uses internal Growth Spaces in building the customer proposition alignment
- Uses simple analytical tools to build Range & Merchandising recommendations - MSL by Cluster
- Insights Knowledge (Spar Specific) to leverage against opportunities.

PROFITABLE REVENUE GROWTH MANAGEMENT
- Post Analysis of promotion against identified ROI% and CO% requirements
- Price indexing versus Competitors across different segments
- Analyzes and tracks investments within Customer against SKU and gives input into MIX/Pricing/Promotion
- Full P&L understanding - know which triggers to use to influence outcome
- Adherence to PRGM principles and guidelines

CUSTOMER MANAGEMENT
- Owns the Customer Relationship at a National Key Account Level and across Region
- Prepares Customer Reviews for Discussion Monthly and Review, using insights to drive growth
- Uses Customer specific data / Category & Shopper data as inputs
- Prepares for each important negotiation, identifying ‘Must Gets’, ‘Wish List’ and ‘Concessions’
- Manages all Pricing (Externally and Internally) in line with process - Tally Accrual Process
- Managing the Customers Budgeted Spend Process in TTM in line with policy
- Co-ordinate trading term proposals in line with process
- Captures claims within TTM
- Manages events and implements projects efficiently - Trade Shows / Customer Events
- Developing briefing docs for Sales force/Agent execution
- NPD - All PDF’s; Prop Docs; Listing Trackers; Trade Presenters

KEY BANNER NEGOTIATIONS
- Each Customer within this portfolio has various Buying Groups that operate within them.
- Key Interaction and leveraging opportunity with these Banners, is key to success.
- Across Regions within South Africa

SYSTEMS MANAGEMENT & REPORTING
- Monitor SOH / Sales Out Data / CSL / Distribution / Pricing
- Captures all Pricing Deals in both Internal and Customer Systems
- Demand Management Ownership - Monthly alignment on Rolling forecast in line with expected Volume sales M-1 at a 85% Forecast Bias Accuracy.

About you
Qualification(s):

- 3-year suitable degree

**Experience**:

- 3 years National Key Account Management experience
- 3 years previous Field Sales experience dealing with Key Accounts a must.

Reason for Essential qualification & Skills:

- Senior Customer Management Role within Key Accounts. Strong Commercial understanding / Business Acumen / Negotiation Skills / Supply Chain knowledge / Strategic Thinking

State specific complexities within the role:

- Customer Alignment
- Internal & External Stakeholder Management
- Financial Accountability - Analytical Skills / Commercial Acumen
- Negotiations Skills - Collaboration & Influence across Customer & Internal
- Strong Systems Management through process

About us
**Do things your way, the way you work, the way you develop, the way you progress, it’s up to you.**

Working here you will need to enjoy a fast pace, complexity and it can get a little challenging. But it’s packed with opportunities. You’ll work with some of the best-known brands in the world, Such as Activia, Nutriday, Yogisip, Inkomazi etc. We absolutely guarantee that you can just be yourself.

**Be innovative and entrepreneurial and the impact you could make might just amaze you. **Join our movement for a healthier world. One planet one health BY You.

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