Key Accounts Manager (Wholesale)

SUMMARY:
Tongaat Huletts has a vacancy for a Key Accounts Manager (Wholesale)

POSITION INFO:

JOB FUNCTIONS: 

1. ACHIEVEMENT OF TARGET SALES VOLUMES AND MAXIMISATION OF MARGINGS WITHIN THE ASSIGNED ACCOUNT 

• National Sales Planning for the allocated key accounts/clients
• Analyse the markets potential and determine potential sales volume for customers.
• Ensure the sales and profitability of the account.
• Accurately forecast annual, quarterly and monthly revenue streams.
• Balance company objectives and customer requirements.
• Developing field action plans based on the key performance indicators and priorities.
• Contributing to the operational budget through indications and estimation of provisions that need to be accommodated to enable the key client to achieve and or improve performance levels.
• Identifying with constraints, challenges and opportunities to improve market presence with key clients within at a national level and recommending or executing reviews to agreements, plans and objectives.
• Generate reports that analyse competition and customers and product performance in the market.
• Collaborate with internal stakeholders to identify and develop solutions to enhance customer relationship in a cost-effective way.

2. DEMAND ANALYSIS

• Review actual sales against estimated demands with a view to identifying customer activity trends.
• Comparing variances and making a determination on the need to revisit the client services focus and plans based on investigational outcomes in relation to the specific client.
• Preparing responses to correspondence from key clients on service levels, quality, product specification and pricing.
• Interpreting, consolidating and compiling statistical data to represent national sales activity for the key client.

3. SUSTAINING / IMPROVING MARKET PRESENCE

• Maintain customer satisfaction by providing problem solving resources
• Evaluating the activities of the competitor of the competitor in the market and identifying areas in the Marketing and Sales action plans that can be reviewed to improve market presence.
• Conducting client visit with a view to assessing key factors that can contribute to improving client relationships and service standards.
• Handle complex and escalated customer service issues.
• Monitor sales data and account performance e.g. follow up on overdue accounts.

4. PEOPLE ENGAGEMENT, MANAGEMENT AND DEVELOPMENT

• Plan and organise personal sales strategy by maximizing the return on time investment for the territory/ segment.
• Develop standards procedures and policies to better serve customers.
• Communicate and work with the internal sales team to assist them in understanding the market and contractual obligations.
• Monitors conduct, performance and implements corrective measures to align behaviours and activities.
• Participate in the recruitment process to enable proper identification and appointment of key skills to specific roles within the department.
• Identifying training needs and proposing specific training interventions to improve skills and capabilities, Performance Management systems applications, conducting performance review sessions with the supervisory team.
• Take action to improve engagement and employee relations.
• Apply the disciplinary process through to initiating and chairing enquires.
• Comply with THS policies and procedures and legislative requirements.
• Interact positively with employees in the workplace and build a positive culture with open and constructive communication and teamwork.