Senior Key Account Manager

**BAT is evolving at pace - truly like no other organisation.**

**To achieve the ambition, we have set for ourselves, we are looking for colleagues who are ready to live our ethos every day. Come be a part of this journey**

**BAT SOUTH AFRICA IS LOOKING FOR A SENIOR KEY ACCOUNT MANAGER**

**SENIORITY LEVEL**:Senior Management

**FUNCTION**: Marketing

**SALARY RANGE**:Competitive salary + excellent benefits + market leading bonus

**LOCATION**:Cape Town

**REPORTS TO**:Head of Customer Management

**ROLE POSITIONING AND OBJECTIVES**

The trading environment for the Tobacco category is continually evolving due to dynamic consumer patterns and market landscape (e.g. increased levels of competition and legislative requirements). To enable accounts to be managed both efficiently and effectively it is essential that the national account manager be equipped with a level of competence (and a culture based on innovation and leadership) that will assist BATSA in becoming the benchmark supplier across the Account universe.

Our new colleague will be responsible of development and implementation of Key Account strategy that enables the realisation of defined volume, share and profit targets through the fostering of strong, mutually beneficial business relationships with strategic account partners.

**WHAT YOU WILL BE ACCOUNTABLE FOR**

**Account Strategy and Value Creation**:

- Develop and implement account strategy aimed enabling the achievement of BATSA’s Marketing objectives through the use of key consumer and trade research data.
- Develop and implement suitable accounts activities/programmes in conjunction with Consumer/Shopper Marketing, Regional Managers to meet account objectives.
- Explore growth opportunities through different initiatives where relevant with key focus on Global Drive Brands and other International Brands (including local hero brands) and actively manage account budget

**Delivery of strong business results within the accounts**
- Deliver the annual business targets as per the agreed KPIs for the accounts
- Continuously seek for opportunities which can improve the performance of the account

**Building Relationships with accounts**
- Oversee designated accounts ensuring that a long-term partnership is fostered and preserved.
- Recommend and establish engagement strategies and negotiation contact points for accounts under responsibility.
- Establish business relationships with key staff within the account to promote BAT performance through correct contact frequency and business reviews within account.
- Undertake regular business reviews to review progress against targets and enhance the effectiveness of implemented trade / brand programmes.

**Selling and Negotiation**
- Formulate negotiate and review contracts with key account ensuring that company objectives in terms of availability, visibility, volume, margin, quality and consumer price of products are achieved
- Ensure that fact-based, persuasive selling is consistently and effectively used to deliver business objectives within accounts as well as drive continuous improvement.

**Analytical, Planning and Hard Skills**
- Ensure that local, regional, and global systems are maintained with critical account information. This includes information on the accounts strategies, structure and decision-making processes as well as sales and off-take information of the category, key own and opposition brands / brand families.
- Actively contribute to the cycle planning process, clarifying key account programmes objectives, activities and schedule.

**Market Research and Competitive Intelligence**
- Input key account insights to Consumer Marketing in the development of brand programmes and activities.
- Actively manage commercial and performance dimensions of account by submitting monthly key account scorecard with the relevant insights on volume, share, competitor performance, pricing, out of stock etc.
- Continuously monitor BAT and competitors’ business performance within strategic accounts in order to enhance the competitive position of the company in the Key Account channel.

**ESSENTIAL EXPERIENCE, SKILLS AND KNOWLEDGE**
- A degree, preferably in Marketing / Business Management OR Grade 12 plus minimum 5 - 8 years relevant FMCG experience.
- Account Management experience is desirable - where applicable.
- Comprehensive understanding of consumer segmentation, profitability, pricing, product ranging, utilization of research and category management principles.
- Comprehensive understanding of financial implications of Account
- and Trade programs.
- Good working knowledge of inter-related functions and how they impact on the business.
- Basic financial ability to interpret a balance sheet, income statements, P & L’s and budget control, as well as basic understanding of supply chain, distribution, and logistics
- Knowledge in developing / implementing trade programs.
- Broad understanding of Trade Marketing and Distribution operations acros