Key Purpose Statement
To manage Key Accounts and to manage execution of Local Key
Account Strategy in the Region by ensuring the required Revenue and Margin
growth in these channels is met. Furthermore, implement at a regional level,
the sales strategy for the respectful regions within all relevant channels to
increase stills volume & value, National and Global Key Accounts, Small Key
Accounts, Omni channels-Ecommerce
Key Duties & Responsibilities
- Manage
volume and revenue growth on behalf of the bottler system by category for
stills (Energy, Water, Sport, Juice, RTD).
- Manage
execution standards as per Picture of success and agreed joint business
plans
- Manage
overall chains adherence to trading terms and contracts.
- Execute
customer business plan against business deliverables.
- Identified
growth and profit opportunities.
- Generated
appropriate category and customer strategies and tactics to build the
customer plan.
- Integrated
Company and Channel strategy with Category and Customer Marketing plans.
- Implemented
the customer and channel business plan.
- Identified
the implementation accountabilities of the Customer Business Plan.
- Ongoing
basis workshops with customer regarding their independent business plans
and utilises this information in developing future account plans.
- Set
up promotional grid by pack and category, and support regional
implementation of the plan.
- Manage
promotional spend within the promotional framework and annual budgetary
requirement.
- Manages
new SKU listings to customer and implements.
- Negotiates
permanent, promotional and ad hoc space with customer.
- Executes
quarterly (or as per agreement) business reviews by customer.
- Attends
frequent weekly trade visits to customer stores with relevant regional Key
accounts sales representative personnel
- Understand
pack margin and pack role per customer in order to optimise revenue
growth.
- Utilise
market research and analysis such as Nielsen, loyalty data etc to
formulate programmes and feedback to customer.
- Develop,
implement and/or manage account specific programmes, promotions and packs
as required and evaluation.
- Customer
relationships and engagements. Build effective relationship with Key
Account customers within the channel
- Builds
personal relationship with customer through various interactions such as
charity sports days, customer conference participation, corporate golf
days, host at local and international conferences and sporting occasions.
- Interacts
at all levels within the organisation such as senior buyers, buyers and
clerks.
- Problem
solving and conflict handling/resolution
Skills, Experience
& Education
Qualifications
Bachelor’s degree in Commerce or any business related field
Experience
- A
minimum of 5 years Sales experience in FMCG industry preferably food
& beverages with atlleast 3 years as a sales manager or,
- 4
Years Key accounts sales representative iwthin an FMCG environment
- A
minimum of 1 Year experience managing teams
- Prior
experience in MSD is an added advantage
How To Apply
