Key Accounts Manager - Retail

Bedfordview

450K, plus car, plus benefits

An International FMCG organisation, is seeking a well-seasoned and experienced Key Account Manager to manage a portfolio of B2B accounts. The ideal candidate will be passionate in building long term strategic partnerships, whilst delivering to both parties’ commercial objectives. The role requires high level planning, execution, attention to detail, analytics and time management as retail works 3 – 6 months ahead.

A business professional that takes pride and time to maintain and build strong customer relationships, with the ability to engage at a senior level internally and external to the organisation. A collaborative team player with the ability to work cross functionally across the key business pillars.

Duties and Responsibilities:

• Direct involvement in annual strategic planning through a cross functional team planning process.
• Submission of account business plan proposals that are aligned to jointly developed channel strategies and plans. (Direct involvement includes the account manager giving input in brand, trade activation plans and forecasting)
• Through the ASP process and approval, finalize channel/account plans and develop tactical plans for approval and presentation to stakeholders, to facilitate internal implementation.
• To build strategic business relationships with key accounts stakeholders through managing your accounts.
• Manage all accounts through trading terms process and regular business meetings/reviews structured around a KPI driven business plan.
  • Regular reporting, monitoring of performance of planned vs actual measures and to draft action plans in conjunction with sales to close the gap for achieving, ROI etc.
  • Budget allocation and forecasting by account to optimize ROI and to achieve the set short term and long term KPI’s

• Build full knowledge of all products sold so they can be sold effectively based on features and benefits
  • Create presentations and sell new product to buyers to ensure the product is listed in store and online
  • Analyse data in terms of sales in, sales out, slow movers, dormant stock, discontinued stock, top stores, & underperforming stores
    • Monthly forecast of orders and track key account metrics, example stock levels, sales figures achieved
    • Communicate clearly the progress of monthly/quarterly initiatives to internal and external departments
    • Arrange monthly/seasonal promotions of company products with customers. This includes all tasks required to ensure that the promotion is a success
    • Plan promotions and marketing themes with the Buyer & the buyers marketing department for in store & online promotions. This includes digital & social exposure
    • Listing new products with customers, checking the document thoroughly, completing the listing docs and following up to ensure the product is listed correctly, ordered and visible online by product launch
    • Maintain high customer satisfaction ratings
    • Complete contact reports for all meetings held
      • Compile yearly marketing calendars for all customer and plan deals accordingly according to retail themes
      • Pull figures & date from customer portals to get a view of sales, stock levels, days cover, slow movers and discontinued lines.
      • List products and update the info through the listing portals
        • Create deals for customers based on the marketing calendar and retail themes pertinent to their business. Retail prices, internal & external margins need to be considered
        • Source new customers to expand the business Requirements:
          • A tertiary qualification in Marketing/Sales (IMM, B-degree or equivalent) would be an advantage
          • A minimum of 5 years FMCG retail experience of which 4 years should be key account experience
          • Retail experience - key account planning with the following customers is imperative: Clicks, Shoprite, Dis-Chem, Takealot, Makro, Game, Pnp, Hifi-Corp, Ok Furn, Woolworths and so on
          • A bright and analytical mind is required to analyse sales data
            • The candidate must be well seasoned in sales – pitch new products to buyers to ensure we list new products amongst competition
            • Excellent interpersonal relationship skills as well as the ability to handle difficult buyers
            • Strong negotiation skills, with ability to follow-through on commitments and orders from customers
            • Eager to expand company with new sales and customers
            • Basic computer skills, and experience with the Microsoft Office Suite, with emphasis on superior Excel and PowerPoint skills
            • Able to analyse data and sales statistics and translate results into better solutions
            • Excellent verbal and written communication skills; must be a listener, a presenter, and a people-person
            • Ability to multitask and manage more than one customer account
            • Self-motivated and self-directed
            • Excellent planning skills
            • Time management is extremely important with the ability to plan 3-6 months in advance
            • Attention to detail is a HIGHLY important requirement for this role