The Key account Manager owns the relationship and performance of selected critical customers who are of utmost importance to the sales and distribution of our brands in the market. The incumbent is responsible for developing and executing plans within these selected customers in order to drive growth above that which exists in the market. The role requires strong negotiation and relationship building skills in order to achieve the defined objectives.
DUTIES & RESPONSIBILITIES
- To directly manage the commercial arrangements with customers.
- Deliver the sales and distribution objectives for the business.
- Manages all aspects of the Commercial deliverables for the assigned customers.
- Build superior customer relationships (both at store and corporate level).
- Develop Key Account Plans: Prepare Sales targets/Distribution/Visibility for all key accounts, identify opportunities/ activities and develop and execute appropriate strategies for meeting the set objectives.
- Monitor the implementation of key account sales strategies to ensure that marketing schedules and targets are satisfied.
- Negotiating for more display space in-store.
- Conduct customer visits to ensure the effectiveness of services rendered by key accounts personnel and to identify, investigate and initiate corrective action on issues adversely impacting sales performance.
- Review the Accounts Receivable aging report on a regular and consistent basis to inform required follow up action.
- Provide feedback regularly to the National Sales manager about occurrences and trends in the trade.
- To ensure level of distribution for all categories are met.
- To ensure sales by brand is achieved in Key Accounts.
- To manage pricing of products in the trade.
- Seeks out opportunities to enhance brand visibility in assigned customers.
- To ensure that the Sales team if applicable maintains updated stock and sales records on assigned accounts, thereby Coordinating orders for necessary stock replenishment.
- Supervises all aspects of the activities of Account Executives e.g. customer relations, selling, collections, instore promotions and merchandising to ensure that they conform to rules and policies, and maximize customer satisfaction.
- Schedules outlets for activities and co-ordinates the distribution of promotional items to ensure trade marketing objectives are achieved.
- Obtains customer feedback, handles customer complaints and monitors and reports on customer service and competitive activity.
- Analyze the performance of the business and develop plans in conjunction with the Marketing teams.
- Prepares Sales targets for by account, identify opportunities/ activities and develop and execute appropriate strategies for meeting the set objectives.
- Develops & implements Customer Business Development plans (CBDP) for customers in the assigned area to ensure that marketing schedules and targets are satisfied.
- Meet with key customers regularly to develop the company’s loyalty programmes.
- Manages the price of our portfolio in the trade.
- Reviews the accounts receivable aging report on a regular and consistent basis to inform required follow up action.
- Ensure the flawless execution of planned brand activities whilst also identifying and negotiating trade programs as they relate to brand and channel needs.
Requirements
QUALIFICATIONS
- A first degree in Business Administration, Marketing, Management or Economics or its equivalent
EXPERIENCE
- At least Three (3) years leadership experience
- Three to Five (3-5) years progressive experience in direct sales
- Merchandising, trade development and promotions experience
KNOWLEDGE, SKILLS AND ABILITIES
- Selling & Sales Techniques
- Results and profit oriented
- Merchandising and Promotions skills
- Strong leadership competencies with an ability to inspire
- Exceptional negotiating and relationship competencies
- Confident, establishes presence and generates positive energy
- An effective communicator who keeps commitments
- Puts customers first and has a strong service orientation
- Ability to build trusting relationships and partnerships
- Knowledge of spreadsheets, word processing, power point and database applications
- Comfortable with financial terms and measures
- Competencies: solid people cluster is vital: ie. Developing, motivating, building and working in teams
- Strong quantitative and analytical skills
Benefits
- Health Insurance
- Life Insurance
- Pension
- Others
