Key Account Manager - Clicks

SUMMARY:
Managing customer account development to ensure delivery of key targets while building long sustainable business relationships with Customers and internally. Clicks experience essential.

POSITION INFO:

Principle Accountabilities

• Customer forecasting and budgeting phased by month and by category.
• Full understanding of the Customer “P&L” or Net sales calculation (Volume/Gross Sales/Product Sales/Net Sales) as well as understanding and management of each Trading Terms/Rebates/Discounts/COOP and its effect on the delivery of Net Sales by category.
• Providing accurate sales forecast annually and monthly.
• Use/analyse data sources (promotional activity, ROS, customer stock holding) and trends to enable sales forecast.
• Develops optimal integrated promo plan, analyses of promo ROI and manage promo investments
• Application of full demand planning process.
• Understanding of shopper behavior and insights to optimize path to purchase within account.
• Develop and execute strategic joint business plans with customers/ Use of customer economic model i.e. Penetration x Frequency x Basket spend x Margins - operational cost= Cash profit
• Business alignment: Apply key business strategy focus areas into account planning and day to day delivery.
• Sales agenda alignment: Apply key sales strategy focus areas into account planning and day to day delivery.
• Channel alignment: Build an account plan closely aligned to the Channel strategy and purposely develop on the strategic principals where specifically applicable to the account.
• Account alignment: Build an account plan with Business, Sales and Channel strategic agendas that focusses on a sustainable financial delivery for the current period and sets out a clear account vision into the future.
• Ongoing engagement with customer to ensure allocation of correct share of shelf
• Ensure correct placement of ranged sku’s in accordance with agreed planogram.
• Ensure availability of ranged sku’s.
• Promo compliance in place where agreed

Candidate Requirements

• BCOM or equivalent
• Minimum 4-6 years National key account management
• 3 years working on the Clicks account
• Computer literate
• High degree of analytical capability
• Sales and Execution Management
• Strategic Influencing
• Channel and Market Understanding
• Customer and Shopper Understanding as well as Category Management

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