Senior Key Account Manager - Paarden Eiland, Cape Town

SUMMARY:
Calling all Key Account Managers (Retail background)

POSITION INFO:

My client a leading and well known comapny in the retail indsutry requires a comptent and experienced Senior Key Account Manager to join their innovative team.

CORE PURPOSE OF THE JOB

To achieve and exceed the sales targets/financial sales budgets aimed at growing Key Account Sales and profits through the development of strategic business partnerships, which provide a total solution to the client.

Meet and exceed the Key Account financial sales objectives by promoting and selling Company products and services through the use of professional sales techniques, industry knowledge and building long term customer relationships.

To develop sales plans and forecasts in line with the overall business strategy that maintains and enhances the growth potential of the account.

Identify and develop business relationships with key decision-makers within Key Accounts. 

Applying innovative new ideas, value adding techniques and on-going strategic maintenance of the account thereby encouraging continued business with the clients

DIMENSIONS OF THE JOB

Annual Sales Budget

Manage month end WIP

Ensure that invoices and statements are delivered timeously and all queries are sorted  Relationship building

Innovation

Maximising profitability and working capital

Qualifications and Experience:

Sales and Marketing Diploma/Degree

5 – 10 years sales experience

SA Citizens only

Must be Criminal Clear

Experience in Retail and Visual Merchanidising will be advantageous.

Proven track record of effective management of sales team, meeting and increasing sales budgets Knowledge:

Understand the key account brand and marketing culture.

Understand client products; specifications and annual volumes.

Interpret briefs.

Understand print specifications; substrates and process flows.

Identify key-decision makers within the client account and effectively build trust with those individuals.

Demonstrate a proven record of success within the sales arena through maintenance of client relationships, project management, success in sales and knowledge of all Industry products.

Technical skills:

Knowledge of the business

Knowledge of plant capability and machine specifications.

Lateral thinker that can be innovative in terms of contributing to high level concept and design. Competencies:

Can do” attitude

Technical

Self starter

Solutions finder

Organisational skills

Accurate

Charismatic

Strong Interpersonal and excellent communication skills

Good business acumen

Customer focused

Results orientated

Good negotiation skills

PRINCIPLE DELIVERABLES

Key Account Management

To manage key accounts from an operational focus to a strategic level.

Negotiate and solve key account issues proactively focusing on opportunities to drive the business and to maximise profitability.

Develop a strategy to mine business from all brands within the key account.

Penetrate all brands within the key account and identify and network with key people within each brand.

Understand the clients’ strategic plans.

Align the Company’s objectives with the client’s strategy and determine how the Company can add value to meet the clients’ strategic objectives.

Apply a client driven and consultative approach to selling and managing key accounts.

Ensure efficient and professional customer service from the front – end between the client and the Company.

To customise solutions to best meet their requirements and those of the end – user. 

Conceptualise and document briefs, in an efficient manner so as to demonstrate a thorough understanding of the customer’s specifications.

In conjunction with the National Sales & Key Account Manager submit product proposals to the client initiating new business, closing the deal as well as identifying cross-selling and up-selling opportunities on an ongoing basis.

Will be responsible to indirectly manage the staff within your team

Accountable for daily time and attendance supervision, WIP supervision, Debtors supervision, daily jobbing and tasks supervision, weekly sales/contact reports, overview of credit notes/no charges/rework and credit card/expense claims.

Contribute to the strategic direction of your team together with the National Sales & Key Account Manager.

Ensure that HR practices and policies are adhered to.

Overview of Individuals daily sales and budget requirements.

Mentor and coach the team in collaboration with the National Sales & Key Account Manager on a monthly basis.

Planning / Forecasting

Prepare and present plans to achieve Key Account sales objectives by producing effective sales proposals.

Conduct research on inflationary and organic growth of customers and establish their market strategy when developing a sales budget.

Establish and achieve objectives for new / existing client activity.

Innovation

Provide the customer with dynamic, innovative solutions which will result in cost saving realisation and effective business communication strategies.

Keeping abreast of technology trends, in order to provide innovative advice.

Applying innovative new ideas, value added techniques and on – going strategic maintenance of the account encouraging continued loyalty of clients

Retention of Key Account

Contribute towards retention strategies by establishing long term relationships.

Reviews and visits top customers and key accounts regularly.

Resolves high level account conflict issues.

Reporting

Monitor account performance and track against objectives. Manage client orders, providing status report to the client.

Provide the Regional Sales Manager with weekly sales reports or as and when required. 

Contribute in management forums as and when required. Communication

Penetrate all brands within the key account and network with key stakeholders. .

Ensure the Company is well informed, at all times, of changes and news worthy events relating to the customers business. 

Support and solicit input from team members at all levels.

Shares knowledge with all and draw on skills of technical experts where required to fo fulfil customer requirements.

Market Intelligence

Reports on market indicators based on awareness of target market, customers, and competitors.  Evaluates target markets and sales options.

Staff Management

Mentors, builds and maintains an effective sales team.

Identify job performance standards and evaluates performance using the Company’s performance management process.

To develop an effective committed team environment to ensure service delivery.

Deal effectively with grievance in accordance with company grievance procedure.

Responsible for upholding and maintaining discipline where employees fail to adhere to company rules or where performance is unacceptable

To assist in the full scale function of recruitment and selection as and when may be required.

NB! This job is now closed. You can apply for other jobs by uploading your CV.