SUMMARY:
An international FMCG concern, based in JHB, is seeking a dynamic Key Account Manager for their electronics business unit.
Purpose: To create leads and build relationship with clients/channel partners to identify sales opportunities, increase revenue and achieve profitability for the allocated channel.
POSITION INFO:
Educational Requirements
- B Com or related Diploma
- Accounting skills will be an advantage
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
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
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
- 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 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 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 & 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 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
NB! This job is now closed. You can apply for other jobs by uploading your CV.
