Professional, Key Account Management

Position Summary

1. Maximize the revenue and profit by planning and executing the sales strategy and plan optimized for the selected channel account based on the regional business strategy.
2. Build a foundation for maximizing sales revenue and profit based on the trust and teamwork with the channel accounts.

Role and Responsibilities

Main Purpose of the Job

The Home Appliance KAM is responsible for sales targets for retail and omni-channel sales, ensuring business growth through directing and managing sales and to ensure these are executed in accordance with organizational and business strategy.

The KAM is responsible for managing key accounts, maintaining a long-term relationship with accounts and maximizing sales opportunities within them.

Set online sales targets with short-, mid- to long-term sales strategies based on the analysis of an assigned business unit's market demands and internal/competitors' sales data, identify business opportunities and risks in advance by providing sales support, and monitoring sales status to achieve sales targets.

Roles and Responsibilities

1. [Sales target management by channel] Determine the optimal sales target that will drive continued growth of the business unit and channel accounts (partners) and encourage employee morale.

2. [Sales strategy setting by channel] Review the optimal sales strategy that will allow to meet the sales target by analyzing the assigned channel accounts, commercial district, and products.

3. [Sales execution] Manage sales in ways that focuses on achieving the target based on cooperation with channel accounts.

4. [Channel monitoring and risk management] Manage the building of trust with channel accounts and creation of a foundation for continued revenue growth.

Key Activities

• Assess, prioritize, manage and execute across all retail channels to ensure a consistent message to consumers, prioritizing investment for optimal yield
• Develop and implement effective strategic plans and goals to achieve sales objectives and budgets.
• Plan and implement sales promotional activities to assist with the achievement of sales objectives in co-ordination with Merchandising Team.
• Liaise with internal departments to ensure that sales objectives are met.
• Monitor competitor activities by obtaining information on competitors and market trends.
• Provide accurate information on competitors to facilitate effective decision making.
• Effectively manage the online channel sales function to maximize sales and profitability objectives.
• Focus on the successful and profitable sales of Strategic Products
• Prepare and maintain accurate forecasts for the channel and all its strategic customers.
• Make effective and regular use of the SSA systems.
• Establish and strengthen relationships between SSA and customers.
• Measure, report and influence performance of all platforms against key metrics, where possible including Customer engagement, purchase, order fulfilment, experience, conversion and retention against a backdrop of business profitability
• Understand the company's current situation based on market data (e.g. IHS, Gfk, etc.) and detailed internal sales aggregation data (by market and model) analysis, and come up with conclusions for setting and managing the optimal target
• Drive increased market share growth within retail channels

Skills and Qualifications

• Develops professional expertise by complying with company policies and procedures
• Works on problems of moderate scope where analyzing situations or data requires a review on various factors
• Exercises judgment within defined procedures and practices to determine appropriate action
• Normally receives general instructions on routine work with detailed instructions on new projects or assignments
• Generally requires a bachelor's degree with a minimum 2 years related experience, or advanced degree without experience

Qualifications and Experience

• Matric
• Diploma / Degree in Sales and or Marketing - Optional
• 3 - 5 years experience in Sales management within CE / FMCG / IT / Telecoms or Related selling environment

Technical and Behavioural Competencies required

• Strong knowledge online/e-Commerce
• Strong Relationship with e-Commerce Customers
• Building Strategic Relationships
• Problem Solving
• Teamwork
• Customer Focus
• Attention to detail
• Excellent communication and presentation skills both verbal and written.