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.
