Key Accounts Manager

About

Our Midrand client is looking for your 10+ years' experience as a Key Accounts Manager to create leads and build relationship with clients/channel partners to identify sales opportunities, increase revenue and achieve profitability for the allocated channel.

Duties & Responsibilities

Key responsibilities for this position include, but are not limited to:

Sales Plan/ Strategy

• Develop and implement strategy in line with company objectives
• Planning and ability to execute to achieve business plans (PPP) - Weekly
• PIQ Planning TRS – Quarterly planning to be checked 2nd month prior to Quarter
• Planning – marketing, advertise in store
• Work closely with Product Marketing to provide advice to projects that support partner-driven marketing events
• 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.

Creative Business Development

• Develop a unique way to grow the business with your customers
• 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 quantity of right stock 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 & LG 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 Qualifications and Experience

Required Experience

• 3 – 5 years related experience in key accounts
• 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