Key Accounts Manager: Cpd
3 months ago
**DESCRIPTION**:
The role of the Key Accounts Manager is to service, develop and manage a portfolio of accounts in line with the Brand/BU strategy.
**KEY JOB ACCOUNTABILITIES**:
- Build a strong partnership and intense working relationships with key accounts.
- Manage accounts sales growth and profitability in line with BU/entity objectives.
- Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, education, merchandising and retail opportunities, profitability, trade terms.
- Monitor the accounts’ performance against business plan and develop alternative strategies when needed.
- Communicate critical business information to the appropriate internal contacts for action.
- Develop and manage the team.
- Ensure development of expertise and know-how and support organisation changes.
- Coordinate and inform field forces on Accounts related developments and priorities.
- Under the supervision of the Channel Manager, build the joint business plan with the account(s).
- Contribute to the commercial vision by sharing account perspective, risks, and opportunities.
- Build, accurately forecasts and achieve the account(s) results: turnover, market share, profit.
- Plan all growth drivers accordingly.
- Prepare and lead the Account(s) negotiations, escalating when relevant.
- Build the action plan to implement the Division and channel strategy.
- Ensure execution and tracking down to store level and sell out.
- Suggest plan adaptation when needed.
- Act as the expert of his account to feed a retailer-centric account planning process, to ensure as much alignment as possible.
- Build a retailer specific business plan, and a compelling story to get retailer buying in.
- Build deep customer intelligence and strong network with key stakeholders at the retailer’s.
- Work closely with other departments (Supply, Category Management/ Business development, Finance, Marketing)
- Connect Account key stakeholder of all functions with their L’Oréal counterpart.
- Ensure the consistency of L’Oréal voices when speaking to the retailer.
**TECHNICAL/PROFESSIONAL COMPETENCIES REQUIRED**:
- BCom or equivalent business degree
- Ability to build and maintain strong working relationships
- Strong conceptual/creative thinking
- Computer literacy on MSOffice - Advanced Excel proficiency MANDATORY
- Solid administration & organizational skills
- Solid Commercial understanding and sensitivity
- Good negotiating skills
- Sound communication skills (written & verbal), coupled with the effective ability to interact with people at all levels
- Ability to work flexible hours to meet deadlines
- Team player - support the team objectives / sales goals
- Reliable, energetic, proactive, punctual & able to work independently
- Operational SAP Knowledge
- Demonstrated business understanding & ability to synthesize/analyse data and generate insights
- 2-years Key Account Management experience at national level, preferably
- Results driven
- Knowledge of market, customer expectations and brand(s)
- Analytical skills
- Mastering P&L account management
- Strategic thinking skills
- Sales ethics and sensitivity to legal issues and competition law
- Strong excel skills
We are an Equal Opportunity Employer and take pride in a diverse environment. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, gender, sexual orientation, national origin, age, marital status, medical condition or disability. We adhere to all local Labour Relations legislation.
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