National Key Account Manager

2 weeks ago


Isando, South Africa Afgri Full time

The role of a National Key Account Manager is pivotal in overseeing relationships with major clients or customers at a national level within the FMCG sector.

**Requirements**:

- BCom Degree / National Diploma: Sales or Marketing

**Minimum work experience required**
- 3 years experience in key account management or sales within the FMCG industry, with a demonstrated track record of achieving sales targets and driving business growth.
- FMCG System: Familiarity with customer relationship management and retailer-specific systems and sales tools to track account activity, manage contacts, and generate reports.

**Key performance areas**
- **Client Relationship Management**Building and maintaining strong, long-term relationships with key decision-makers within national retail chains or major accounts. This involves understanding client needs, addressing concerns, and ensuring overall client satisfaction.

Act as the primary point of contact and address any issues or concerns promptly.
- **Account Planning**Creating strategic account plans for each key account per region, outlining promotional grid and activity booked.

Regular Face to Face interaction with buyers with a follow up contact report to implement agreed actions.
- **Negotiation**Negotiating contracts, pricing, and trading terms with buyers to maximise profitability and volume share growth while maintaining strong relationships with retailer.

Ensure beneficial agreements that drive sales and profit growth. Negotiate continually for more and improved shelf space for the company products in all outlets.
- **Collaborating with Cross-Functional Teams**Work closely with internal teams such as marketing, supply chain, finance, and product development to ensure alignment on strategies and execution plans.

Communicate and brief promotional activity to merchandising agents. Plan and submit forecast to production team to always maintain 95% service levels.
- **Monitoring Performance per account**Track sales performance against targets, monitor market share, and analyse key performance of own brands against competitors’ brands and market growth monthly.

Identify areas for improvement and risk and give feedback to business.
- **Managing Promotional Activities**Coordinate promotional activities, including trade promotions, marketing campaigns, and product launches, to drive sales and enhance brand visibility within key accounts.

Ongoing monitoring of product ranging; listing and RSP to ensure account is on and off promotion on track.
- **Reporting and Reviews**Quarterly detailed performance review reports to buyers.

Monthly sales trackers to merchandising agents. Report DC service levels; Waste and swell performance to business with action plan.

Review reports on promotional activity and proposals based on national key promotional slots

**Knowledge and Skills**

**Skills**:

- Communication: Excellent verbal and written communication skills to effectively convey ideas, negotiate terms, and address concerns with clarity and professionalism.
- Problem-Solving: Strong problem-solving skills to identify issues, analyse root causes, and implement effective solutions in a dynamic and fast-paced environment.
- Time Management: Effective time management and organisational skills to prioritise tasks, meet deadlines, and manage multiple projects simultaneously.
- Leadership: Leadership qualities to inspire and motivate cross-functional teams, influence stakeholders, and drive collaboration towards common goals.
- Attention to Detail: Meticulous attention to detail to ensure accuracy in account management, contract negotiations, and financial analysis.
- Customer Focus: Commitment to understanding customer needs, delivering exceptional service, and building long-term partnerships that drive customer loyalty and satisfaction

**Knowledge**:

- FMCG Industry Knowledge: Understanding of the fast-moving consumer goods industry, including market dynamics, trends, consumer behavior, and competitor landscape.
- Market Research and Analysis: Ability to conduct market research, analyse data, and interpret insights to identify opportunities and formulate effective strategies.
- Sales and Negotiation Techniques: Understanding of sales principles and negotiation strategies to effectively engage with key accounts and drive profitable outcomes.
- Retail Environment: Familiarity with the retail landscape, including different retail formats, distribution channels, and merchandising practices.
- Financial Acumen: Understanding of financial metrics such as profitability, margins, and revenue forecasting to manage budgets and optimize account performance.
- Regulatory and Compliance Knowledge: Awareness of relevant regulations, standards, and compliance requirements governing the FMCG industry to ensure adherence in all business activities.

**Behavioural competencies**
- Ethical Leadership
- Results-Oriented Leadership

**Closing Date: 15 March 2024**

A law, known as the Protectio



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