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Key Account Manager

2 months ago

Kempton Park, South Africa BevCo Full time

NATIONAL KEY ACCOUNTS MANAGER - BOXER AND PICK N PAY
Commercial
Accountable for quality, standards, service and desired outputs within inter-related functional areas of responsibility. May be responsible for work of others. This role will work with various closely related concrete variables, requiring an understanding of the theory or practices underpinning inter-related functional processes.


Job Purpose
This role is accountable for managing a portfolio of key accounts at a national level. This role will promote sales growth and customer satisfaction by successfully executing on the key accounts strategy and effectively managing relationships with key stakeholders


Key Accountabilities and Outputs
Manage National Key Accounts
• Establish and maintain scalable relationships with key stakeholders within Key Accounts
• Ensure sales targets within accounts portfolio are effectively and timeously achieved
• Support achieving alignment on requirements, processes and agreements to ensure seamless engagement between parties
• Drive efficient and effective relationships by ensuring that requests, inquiries, returns and complaints are addressed and resolved timeously
• Contribute to developing and driving the National Key Account Management framework
Contribute towards establishing a viable Commercial Model for The Beverage Company
• Contribute to Customer and Product Segmentation Modelling, and Channel Strategy Development
• Provide inputs to drive growth through new and existing Product Development
• Support with, and collaborate on the implementation of various Business Development initiatives
Contribute towards establishing Commercial Best Practices within The Beverage Company
• Ensure that Sales Order Creation and Management are optimised for Key Accounts
• Ensure the availability of timely and accurate customer and sales information
• Ensure that Sales Order Management is carried out accurately and timeously in order to ensure customer service delight
General Business, Financial and People Management
• Actively participate in strategic planning and budgeting processes
• Drive continuous improvement through streamlining and optimising relevant operational practices, processes and systems
• Ensure adherence to operational and financial frameworks of practices, processes, standards and controls
• Manage cost drivers and take the necessary action to mitigate financial risk and address variances and discrepancies

Qualifications and Experience
• Bachelors Degree (3 years) / NQF level 7 (Essential)
• Up to 4 years experience (Operational Execution) Trade relationships
• Strong negotiation and collaborative skills
• Sales and Trade Execution skills
• Developing and leading teams
• Buying Group relationships
• Collaborate internally and externally to achieve favourable OTIF outcomes
• Robust IT Skills


Key Qualities
Communication
• Communication around escalated or difficult queries with customers or clients
Problem Solving
• Proactive identification of functional problems related to a specific process or policy, determine cause and impact, and choose the best alternative to solve the problem based on guidelines provided and an understanding of the theory or practices underpinning the problem.
Relationships Maintained
• Others outside the organisation

Behavioural Competencies
Accountability
• Accomplishes assigned tasks and goals: takes necessary actions to keep progress against objectives on track.
• Prepares a roadmap for success.
• Ensures that all who need to know, are clear about the plan.
• Takes full responsibility for own actions and outcomes, including mistakes.
• Always acts in the company’s best interest, regardless of whether it is difficult or unpopular.
• Ensures others are on track for achieving their goals.
Collaboration
• Helps others with their work.
• Meets commitments to team members or others in the organisation.
• Actively contributes to team discussions and the accomplishment of team work plans.
• Shares expertise and resources to help others address their needs.
• Seeks to include all those who can contribute to the most successful outcome and those who have a stake in the results.
• Actively keeps all stakeholders informed.
• Attempts to reinvigorate team processes when progress is lagging: stays engaged even when not in full agreement with the team’s direction.
Continuous Improvement
• Increases performance expectations when success has been achieved
• Seeks out sources of information, including trade associations, “best practice” companies, customers, peers, subordinates, etc.
• Finds ways to fast-adapt improvement ideas to work processes
• Proactively seeks out resources, alliances, etc., needed to quickly introduce improvements
Decision Making
• Organises information to make it easier to analyse or see trends.
• Anticipates consequences and formulates alternatives.
• Establishes clear decision criteria for making informed choices.
• Seeks relevant information to better understand situations and problems.
• Conducts appropriate analysis; neither makes snap decisions or over-analyses.
• Sees relationships between various facts, figures or other information.
Knowledge of Business
• Follows systematic, multi-source learning regiment designed to educate oneself quickly: keeps oneself current
• Describes the important impacts that one has on the success of one’s functional area and on company results; demonstrates a knowledge of the customers business
• Uses business understanding to make sound decisions and influence the decisions of others