KAM

SUMMARY:
Key Account Manager

POSITION INFO:

A leading international FMCG organisation is seeking a well-seasoned Key Account Manager to manage a portfolio of B2B retail accounts. If you are passionate about building long-term strategic partnerships while delivering on both parties’ commercial objectives, this role is for you. Retail works 3-6 months ahead, so the role calls for high-level planning, sharp analytics, strong execution and meticulous attention to detail.
You will engage with buyers at head office level across major South African retail and e-commerce accounts, and you will be directly involved in pricing decisions and deals.
The role
Strategic planning and account management

• Take part in annual strategic planning through a cross-functional team process
• Create an annual business plan for each key account, covering deals, forecasting, promotions, marketing initiatives and the budget needed to achieve KPIs and maximise ROI
• Submit account plan proposals aligned to jointly developed channel strategies, with input on brand, trade activation, promotions, sales performance and projections
• Finalise plans through the ASP approval process and present tactical initiatives to stakeholders
• Manage accounts through the trading terms process and regular KPI-driven business reviews
• Build strong, lasting relationships with key account stakeholders
• Source new customers to grow the business

• Plan promotions, marketing themes and deal pricing by quarter with buyers, 3-6 months in advance
• Structure pricing and deals while working with the buyer’s marketing team on in-store, online, digital and social execution
• Build deals around retail themes and marketing calendars, factoring in retail prices, internal and external margins and end-user discounts
• Ensure promotions go live on the due date and are executed successfully
• Maintain yearly customer marketing calendars

• Build full product knowledge and sell on features and benefits
• Create presentations and pitch new products to buyers to secure in-store and online listings
• Complete listing documents accurately and follow up to ensure correct listing, forecasting, ordering, pricing and online visibility by launch
• Keep product information on retailer portals up to date

• Analyse monthly sales in and out, stock levels, days cover, forecasts, slow movers, dormant and discontinued stock, and top and underperforming stores
• Pull data from customer portals and turn it into reports that identify problems, solutions and opportunities, with corrective action
• Track planned versus actual ROI and quarterly targets
• Log all customer tasks and updates in the CRM (Monday.com) and customer calendars
• Complete meeting reports with action items and next meeting dates

• Manage and monitor merchandisers where applicable, holding monthly meetings with the merchandising company’s account manager
• Communicate progress on monthly and quarterly initiatives to internal and external teams
• Maintain high customer satisfaction and keep customers’ online stores up to date with correct descriptions and images
• Gain exposure to the marketing and new product development divisions

• 5+ years’ FMCG retail experience, including 4+ years in key account management
• Proven key account planning experience with major South African retailers, including health and beauty, grocery, general merchandise, electronics, furniture and online marketplaces
• A tertiary qualification in Marketing or Sales (IMM, B-degree or equivalent) is an advantage
• Strong negotiation skills and the ability to follow through on commitments and customer orders
• A bright, analytical mind that turns sales data into better solutions
• Experience extracting data and reports from retailer portals (sales, stock on hand, forecasting)
• Advanced Excel and PowerPoint skills; CRM or task management tool experience (e.g. Monday.com) advantageous
• Excellent verbal and written communication, with the ability to handle difficult buyers and engage at senior levels
• The ability to manage multiple accounts, plan 3-6 months ahead and manage time effectively
• A self-motivated, collaborative team player with excellent planning skills
• Exceptional attention to detail, which is critical to this role