Key Account Manager

2 weeks ago

Cape Town, South Africa Blue Label Telecoms Full time

**About Company**

At Blue Label Distribution, our brand philosophy is that we can create and distribute anything that can be digitised. Our Blu-approved brand is the face of our service offering and is underpinned by a world-class technology platform for both online and offline commerce. We provide a distribution footprint across all income groups with a point-of-sale network of approximately 150 000 devices. 85% of our income comes from merchants in the informal sector.

**Job Purpose**

The incumbent is responsible for defining and managing innovative sales and retention strategies for the Formal Retail Distribution channel and ensures the implementation of strategies into the distribution at a national level. The incumbent also assumes responsibility for the management of the relationship between the customer and Blue Label Distribution.

**Responsibilities**

**Key Account Management**
- Formulates and implements the formal retail channel sales strategy focusing on acquisition of high turnover sites and retention
- Define, develop and manage relationships with key individuals across the business and ensure the relationships are maintained
- Define and prepare the Cyclical Sales Operations brief for implementation by the Sales Operations Team at regional and site level
- Ensure that sales and profit targets set are achieved on both a national and regional level
- Develop and implement sales and retention strategies that deliver on the overall business objectives
- Subscribe to and actively contribute information relating to the sales and prospecting activities in support of the management information system in the organisation
- Ensure that skills and knowledge stay up to date
- Perform marketing coordination functions
- Coordinating, communicating and integrating business plans between business and divisions

**Business Development**
- Monitor and report on market and competitor activities and provide relevant reports and information
- Regular visits into formal retail distribution to maintain an understanding of the channel
- Provide inputs when preparing proposals or tenders.
- Implement, manage, and measure Site Financial Health, Site Merchandising
- Plan, Trade Marketing Plan and Promotional Plan
- Revert with suggestions on product range required by Formal Retail Sites.
- Provide inputs into the sales budget
- Monitor financial performance
- Inform Executive timeously of potential over-spend
- Monitor performance standards with regards to targets, feedback and satisfaction
- Prepare sales reports

**Customer Relationship Development / Prospecting**
- Conclude, Monitor, update and regularly report on
- Accurate and up-to-date correspondence files on each customer for which the KAM is responsible, incorporating proposals etc
- An accurate Customer Profile document containing the customer organization, business plan etc. for each customer for which the KAM is responsible
- An accurate and up-to-date forecast of business over the coming period, as well as a record of concluded business
- Disciplined and accurate financial information on the state of the order/invoice process, as well as the management of debt
- Planning and implementing a social activity schedule, which highlights the important people within the customer, as well as their particular personal hobbies, etc
- Details of the customer's major spending within the forecast period, as well as the critical decision makers and the dependencies for the projects to proceed

**Customer Needs Clarification**
- Development of strategies for maintaining and further penetrating existing and new accounts, and execution of such strategies (Presentation and follow-up)
- Facilitate and ensure successful interaction and coordination of formal retail company and customer departments

**Behavioural Competencies**
- Responsibility
- Stress Tolerance
- Business Knowledge
- Industry Awareness
- Time Management
- Tenacity
- Decision Making
- Communicate Effectively

**Education**
- Matric
- Sales or Marketing Degree or Diploma

**Experience**
- 5+ years of Key Account Management Experience (Formal Retail segments advantageous)

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