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 atl least 3 years as a
sales manager or
- 4 Years Key accounts sales representative wthin
an FMCG environment
- A minimum of 2 Years experience managing
teams
- Prior experience in MSD is an added
advantage
How to Apply
