Key Account Manager (34993)
Job Description
National Key Account Manager
My client (FMCG) is looking for a National Key Account Manager to join their team (KAM) in Cape Town.
The main purpose of the local Key Account Manager (KAM) is to help develop the business of their key accounts. The role will manage the business relationship with the central key accounts head offices to (1) secure customer support to grow sales, share and recommendation, and (2) develop, negotiate and implement joint business plans, aligned to strategies, including forecasting and monitoring of agreed objectives.
Duties and Responsibilities:
- Establish positive relationships with key accounts personnel (Marketing, E- Commerce/Social/Digital, Finance, Supply Chain, CRM) to influence support of strategic goals.
- Strong leadership, a clear understanding of their business and foresight is required to engage customers with strategic plans.
- Prepare, negotiate and implement joint business plans, marketing and promotional campaigns to drive demand. Forecast, develop, implement and supervise customer specific plans to achieve commercial goals of volume net sales, share, margin, within budget spend.
- Communicate plans to field teams for in-store support. Visit stores to better understand implementation challenges to optimize future approaches.
- Ensure post-evaluation of all promotional campaigns presenting qualitative results to the commercial team, and refine customer tactical plans. Share findings, insights and recommendations.
- Optimize Key Account budget and all resources available.
- Evaluate and understand each customer's strategy applying data and analytics to supervise sales, distribution and campaign performance, trends, insights and opportunities for growth. Understand customer strategy, policies and procedures and future plans as well as their digital tools and assets and organization.
- Identify risk level and competitive best practices for discussion and strategic / tactical refinement
- Evaluate global KAM tools and standard methodologies for local implementation
- Facilitate and lead functional commercial organization meetings to align priorities and secure execution of initiatives and in support of these opportunities.
- Work with the Shopper Marketing Manager / Business Development team to influence activation plans and opportunities.
- Deliver monthly, quarterly and annual targets.
- Responsible for the smooth operation of invoice processing, tracking and issue resolution.
Required Skills
- Bachelor degree
- At least 6 years of experience in sales roles, in an omnichannel environment
- Proficient computer skills in Microsoft Office - specifically Word, PowerPoint, and Excel and or Google Workplace tools
- Outstanding negotiator, seeks to discover common ground, identify vital interests, and understand the customer's underlying priorities.
- Apply data and shopper insights to develop commercial recommendations that drive results.
- Customer centric! Build relationships with large complex originations and negotiate with / selling to customers.
- Pragmatic working style approach and hands-on in-service delivery.
- Commercial acumen, a keen awareness of market dynamics, financial principles, customer needs, competitive forces, and strategic decision-making.
- Data driven, have a strong business discernment and negotiate mutually beneficial agreements.
- Curiosity and digitally savvy. Have an agile approach and are able to adapt to a robust landscape. Understand the dynamics of eCommerce and seek innovative solutions
Should you meet the required skills please respond to this advert
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