Thursday, 25 April 2013

Key Account Manager Sales Careeers 2013

Sales Marketing Career Jobs in Kenya
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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