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 Responsibilties:
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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