Job Title: Key Account Manager
Job Code: KAM/CC/130423
Number of Positions Open: 1
Reports To: Country Commercial Manager
Location: Nairobi, Kenya
Closing Date: Open Until Filled
Summary:
Our client is a leading beverage company, manufacturer, distributor, and marketer of non-alcoholic beverage concentrates and syrups.
Job Objective:
To deal with Key accounts Immediate & Future consumption( IC & FC ) channels
Develop the strategic Plan for Key Account Business across the country for increasing market share, NSR and ensuring a profitable volume growth by delivering account specific business solution.
To ensure that region strategies / infrastructure / processes / and capability is in place for the region to function appropriately.
The link between Senior Management and Junior Management: Responsible for the alignment and co-ordination of the Sales Department with other departments (Finance / HR / Supply chain etc.)
Primary Responsibilities:
Strategic Management:
Entrench Compliance to RED standards
Formulate Key accounts strategy as per Company guidelines( OGSM)
Translate the sales Budget into Tangible actions to achieve profitability ,volume and growth
Key Accounts Channel Development & Category management:
Profitability Volume Growth for the Key Account vs. PY and targets set
Managed SKU's through RGM/pack mix management
Optimized Execution of KA Merchandising standards.
A picture of success 100% compliance with RED merchandizing standards
Conducted Customer Business Reviews
Account Development & Customer Business Development
Financial Management and COEs:
Formulate Budgets and monitor the expenses
Building capability:
Managed Performance Coaching
Managed sales Objectives and Performance Standards agreed.
Maintained Discipline
Quality Management:
Compliance to TCCQS standards
Communication:
Compiled Reports
KPI's / Quality Requirements:
Availability, Cooler management & activation
Key accounts business plan completed in agreed timeframes & format and 100% achieved month on month
Annually develop the Country Key account Strategy and Marketing plan based on analysis of the market treads and competitive situation
Ensure Key Account Marketing plans and initiatives deliver the targeted Volumes and Profitable performance
Commit and sign off with Country Commercial manager, the Key account Monthly Volume on the first Monday of the month
100% achievement of set volume targets by Channel and by Key account Manager & monitor daily progress
Ensured Brand ,package and availability targets are met for Key account
PICTURE OF SUCCESS/Profitable Channel Management & Developing a channel picture of success in conjunction with KO."
Hold a monthly review meeting with entire Team to review Key Account performance against plan
Attend weekly SOP meeting, alignment with KO
MDWT level 3 meeting is held weekly with the client’s manager to review the Country's Sales
MDWT level 2 meeting with KAM’s is held weekly to review aspects of the Region"
Formal Market Visits / Developed Schedules to enhance Good Business Relationship Building (CSI Rating)
Formal Business Reviews/Developed Schedules / Professional Sales Trend Analysis at Customer Level
Monthly review of customers business objectives
Ensured tracking of all expenses against Budgets and RE
Two coaching sessions per month with direct reports & all competency gaps identified per person and addressed
Bi yearly performance review conducted by end of June and end of November
KAM's development plan is captured in the People Plan document and forwarded to HR for filing, within 10 days of performance review
Quarterly review of team's development progress against skills acquired through respective training interventions"
All breaches of IR policies and procedures are acted on within 24 hours
All grievance & discipline matters are attended to as per ER policies and procedures"
Ensure all SOP are maintained and up to date
Responsible for occupation environment and Health and safety in your team
100% compliance to internal and external audits
Ensure that all policies & procedures are implemented effectively
KAM's & KA Executive Monthly itinerary are signed off and submitted to the client
MDC's 100% accurate order schedule is signed off monthly
Attend the monthly BRM meeting
Experience:
5 years’ Sales Management experience in FMCG business
Clean driving license
Skills and Certification:
First degree from a recognized university (Business studies) and MBA
First degree from a recognized university (Business studies) and a member of Professional sales & marketing body
Commercial & Business acumen: Understanding of the Revenue growth management & Profitability / all other business costs. Strong in Strategic Thinking, Leadership, Communications, Problem Solving & Decision making, Initiative & Follow through, Customer business Analysis. (WFM)
Product Knowledge: How to pack the product / how many units in a case / product category / product price / product shelf-life, target Market of product / benefits of the product
Performance Coaching Skills: Must be able to impart capability onto the Key Account managers
Revenue Growth Management: A thorough understanding of this concept with the ability to develop process for implementation in-trade
Disciplinary Process: Must be able to manage performance through this process as per the Company / Disciplinary policy
Administrative Procedures: Applicable knowledge of Company Policy and Procedures
Computer Skills: Excel / PowerPoint / Word (in order to do Presentations / Customer Letters / Analyzing Sales Figures)
Talent management: The ability to see potential and employ the correct candidate (Targeted Selection Training)
Professional Skills: strong in Customer Business Management, Program Execution Management, Direct Sales, Route Settlement, Merchandising , Cold Drink, Pricing & Packaging Strategy.
Brand & Image Management: Understand consumer behavior / retailer needs (link the two together)
Leadership Skills: Essential to encourage Teamwork / Individual Development / Corrective Action / Coaching / Rewarding
Disciplined: Must be able to adhere to routines in order to enforce consistency. Consistently implement Best-Practice
Innovative and Creative: The ability to take theoretical concepts (E.g. RGM) and apply it downwards into a practical/understandable user-friendly tool and implement it through effective coaching
Independence: Working independently most of the time / this requires the individual to be a self-starter
Business Acumen: must be able to have the capability to provide business advice to Key accounts
Handling Conflict: Dealing with conflicting customers / internal conflict situations with staff/ often acting as a mediator
Analytical (Intermediate): Must understand basic business concepts; (E.g. Margins / discounts / Pack mix Trends / Volume Variance Analysis) are able to conduct and demonstrate Business. Reviews and analyze sales volume trends by Customer/Sales Representative (implement all the systems)
Local General Knowledge: Must be familiar with the local culture / geography / socio-economic activities etc.
Problem Solving Skills: Able to think on one's feet and remain flexible to solve customer complaints independently. Must understand the boundaries and not over promise what cannot deliver.
Cultural Influence: Knowledge of the target customers (background/ traditions)
Development Within role:
Continue with education
Share Best Practices by spending time in other Regions working with colleagues
Focus on Developing the Capability Development process and making a success of it
Optional:
Management of Key Account Projects
Present at CMT / KO alignment meetings
When the client’s Manager is on Leave- must fill in the role
How to Apply:
Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with detailed CV’s, inclusive of names and contacts of 3 referees, current telephone number and email address by scrolling down and clicking on: Key Account Manager
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