National Key Account Manager

Location: Midrand

Reporting to: Head Sales and Operations

Job Purpose:

To devise and drive strategies for driving sales growth across the Retail business,

including identifying new business opportunities and managing customer relationships

and objectives in order to contribute to the achievement and delivery of strategic

organisational objectives. This includes leading and directing the Retail Key Accounts

Team and acting as a key contact for large retail customer accounts i.e.

Shoprite/Checkers, Pick n Pay, Spar etc.

Required Learning

Relevant degree

Minimum 10 years' experience in an FMCG / Retail / Trade Marketing/

Operations environment with a proven track record of key account

management at a senior level.

Strong relationships with key customers and stakeholders, especially large

SA retailers i.e. Shoprite/Checkers, Spar, PnP etc.

At least 3 years managing teams.

Solid exposure within healthcare, personal care and/or home care is

preferable.

Strong negotiation skills.

Key Job Outputs:

Customer engagement and management

Actively build, maintain and grow strong relationships with Customers and

relevant departments and internal stakeholders to encourage sales and

customer loyalty.

Ensure comprehensive understanding of customer strategic objectives

through interaction with relevant stakeholders.

Engage NKAMS with regards to customer plans and interrogate previous

plans and performance against agreed plans, ensuring comprehensive

understanding and alignment to customer strategic objectives

Attend regular meetings to update management, review plans and optimise

processes including third parties

Manage effective flow of information.

New Business Development

Negotiating price increases, trading terms and product deals with customers

and ensuring successful implementation and profitability/return on

investment.

Source new business opportunities in line with operational capabilities.

Grow current business and manage cross selling opportunities.

Be aware and have a sound understanding of competitor analysis and

distribution.

Achievement of profitability, sustainability and financial targets

Compile forecasts and budgets and present to the Sales Head for sign-off.

Implement, monitor and manage budgets, providing regular reports the Sales

Head.

Timeously identify variances in budgets and formulate action plans to

address based on history of accounts.

Implementation and optimisation of business strategies and plans

Regularly analyse relevant data and conduct gap analyses to determine

delivery of strategies and plans.

Act as interface between customer needs, retail KAM needs and Operations,

ensuring effective communication at all times.

Develop and implement measures to address problems/gaps.

Ensure continual focus on improved delivery/customer relationships.

Ensure compliance of the Retail KAM team to instituted processes and

procedures.

Leadership and team management

Through effective inspirational and practical leadership, facilitate the

creation of accountable, full-service teams who understand and strive to

meet the needs of all customers, customer and group objectives.

Create and encourage a high-performance culture focusing on delivery of

objectives.

Take full responsibility for performance of all direct reports, motivating and

managing them in relation to quality standards and agreed benchmarks and

objectives, focusing on all aspects of sound people management, such as:

Performance Management

Career path planning

On-the-job training, coaching & mentoring.

Core Competencies:

Communication Skills

Decisiveness and Action Orientation

Drive to succeed

Planning & organising

Supportive orientation

Leading and developing people

Project Management Skills

Strategic Thinking and Planning

Cross Functional Capability

Stakeholder engagement