Home Entertainment Senior Key Account Manager

4 months ago

Midrand, South Africa Execustaff Full time
Purpose 
  • To create leads and build relationship with clients/channel partners to identify sales oportunities, increase revenue and achieve profitability for the allocated channel.


Sales Plan/ Strategy
  • Develop and implement strategy in line with company objectives
  •  Planning and ability to execute to achieve business plans (PPP)
  •  PIQ Planning TRS
  •  Planning – marketing, advertise in store
  •  Work closely with Product Marketing to provide advice to projects that support partner-driven marketing vents
  •  Gather and analyse competitor intelligence. Models, pricing, promotions, product placement strategies, NPI, etc
  •  Identify risk models and champion action plan process and monitor progress and /or success rate of action plan.
  • Full management of the offline and online business of the customer.
 
Creative Business Development
  •  Develop a unique way to grow the business with your customers – Hi Sku/ Hi MP
  •  Provide solutions to management when faced with challenges
  •  Liaise with corporate contacts, build and develop relationships
  •  To assist with the preparation of contractual agreements and ensure that these are fully adhered to
  •  Growing business and creating new opportunities in HI MP PG’s
  •  Keep up to date with recent market and industry trends, competitors, and leading customer strategies
 
Accurate Forecasting: GDMI Mastering
  •  Ensure enough stock of right staff to avoid LTI
  •  Monitor and ensure forecasting is in line with sales planning
  •  Continuously improving forecasting techniques, methods and approach to ensure they are aligned to company objectives
  •  Calculate weekly sell out forecast to account & model level based on data analysis, company MS/MP requirements and cooperative planning between KAM, Account Planner and Account Buyer
  •  Calculate and continuously adjust weekly sell in requirements to meet required Sell Out Forecast and WOS levels
  •  M+3 CPFR
 
Inventory
  •  Work closely with APM/DP and inbound departments on stock availability and requirements.
  •  Work closely with outbound departments, in order to give feedback to Account Planner & KAM for Sell In delivery schedule/dates.
  •  Give regular feedback to Account Planner and KAM on stock availability (qty/ETA) and possible stock outs or delays.
  •  Monitor & analyse weekly SOH to account & model level.
  •  Monitor & analyse weekly sell out results to account & model level.
  •  Be informed of customer &  promotional calendar to be used in sell out forecast process.
 
Budget Controls
  •  Ensure delivery of return on investment and building of brand sustainability
  •  To ensure account meets its income targets as per set budget
  •  To effectively solve problems and manage risk to ensure achievement of targets
 
Pricing
  •  Negotiate pricing that would drive sales with Product Managers
  •  Keep abreast of market developments and competitors’ product pricing and activities and make recommendations
 
Strong Customer Relationships
  •  Managing the relationship between your company and the customer is a big responsibility.
  •  Handle accounts and build relationships
  •  Visit customers to maintain strong relationships
  •  Treat your customers as partners and challenge them to grow their business with your brands
 
Reports
  •  Provide sales reports and analysis as required
  •  To prepare presentations, proposals, plans, contact reports as necessary
  •  Analyze and report on results and effectiveness on promotions
  •  SPM
  •  MBR M+3
 Required Experience
  • 5 – 7 years related experience in key accounts
  • Previous experience in dealing with Mass Retail in South Africa
  • Good knowledge of administration, sales and general warehouse procedures
  •  Ability to work in a fast-paced environment
  •  Proven track record in customer relations
  •  MS Office at an advanced level.
  •  Ability to use database for recording and reporting
  •  Channel partner relationship knowledge
  •  Finance Management
 
Required Competencies
  •  A strong work-ethic
  •  Communicate effectively, both orally and in writing
  •  Able to challenge themselves and meet all deadlines and targets for the department
  •  Persistence and creativeness
  •  Communication (verbal & written) and interpersonal skills
  •  Negotiation and administrative skills
  •  Ability to function under pressure
  •  Ability to draw up the channel strategy
 
Educational Requirements
  •  B Com or related Diploma
  •  Accounting skills will be an advantage
 
Travel Requirements
  •  Will be required to travel to customers
  •  Office 20% External 80% of the working week
  •  Minimum of three night away from home per month

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