National Key Account Manager: Formal Wholesale
2 weeks ago
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 teamwork 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:
1. Customer Alignment
2. Internal & External Stakeholder Management
3. Financial Accountability - Analytical Skills / Commercial Acumen
4. Negotiations Skills - Collaboration & Influence across Customer & Internal
5. Strong Systems Management through process
About us
**OWN your IDEAS**
In our culture, respect and team spirit are embedded at all levels the best idea is not determined by the hierarchical level.
**OWN your CAREER**
Your career path is not a one-way street. Individual career plans give you freedom and flexibility We support you - e.g. with our coaching and mentoring offer
**OWN your IMPACT**
A job means so much more than titles and earning money. With us you have the opportunity to really make a difference and improve the health of people and the planet.
You love strong brands - we love strong personalities Become part of Danone and our team with the successful brands Alpro, Aptamil, Activia, Fortisip and more.
Come to Danone and make our team even more colorful and diverse.
We say bring your very own self into our teams - because we count on the individuality of everyone. #Dan'OwnYourUniqueness
**Your Benefits**
- Modern office with open space
- Mobile and flexible working
- Various education opportunities
- Pension
- Others
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