Key Account Manager (FMCG)

Reference: JHB000274-JVDW-3

An international FMCG concern is seeking a Key Account Manager who is a self-driven and motivated individual.

Purpose:
To create leads and build relationship with clients/channel partners to identify sales opportunities, increase revenue and achieve profitability for the allocated channel.

Required Experience:

• 3 – 5 years related experience in key accounts


• Good knowledge of administration, sales and general warehouse procedures


• Ability to work in a fast-paced environment


• Proven track record in customer relations


• MS Office at an advanced level.


• Ability to use database for recording and reporting


• Channel partner relationship knowledge


• Finance Management

Required Competencies:

• A strong work-ethic


• Communicate effectively, both orally and in writing


• Able to challenge themselves and meet all deadlines and targets for the department


• Persistence and creativeness


• Communication (verbal & written) and interpersonal skills


• Negotiation and administrative skills


• Ability to function under pressure


• Ability to draw up the channel strategy

Educational Requirements:

• B Com or related Diploma


• Accounting skills will be an advantage

Duties & Responsibilities Sales Plan/ Strategy:

• Develop and implement strategy in line with company objectives
• Plan and execute weekly business plans
• Manage quarterly operations planning two months in advance
• Plan in-store marketing and advertising campaigns
• Collaborate with Product Marketing to support partner-driven events
• Gather and analyse competitor pricing, promotions, and product placement
• Identify high-risk products and monitor corrective action plans

Creative Business Development:

• Develop a unique way to grow the business with your customers
• Provide solutions to management when faced with challenges
• Liaise with corporate contacts, build and develop relationships
• Assist with the preparation of contractual agreements and ensure that these are fully adhered to
• Grow the business and create new opportunities within target customer groups
• Keep up to date with recent market and industry trends, competitors, and leading customer strategies

Accurate Forecasting:

• Ensure enough quantity of right stock to avoid LTI (Long-Term Inventory)
• Monitor and ensure forecasting is in line with sales planning
• Continuously improving forecasting techniques, methods, and approach to ensure they are aligned to company objectives
• Calculate weekly sell-out forecast to account & model level based on data analysis, company MS/MP requirements, and cooperative planning between Key Account Management (KAM), Account Planner, and Account Buyer
• Calculate and continuously adjust weekly sell-in requirements to meet required Sell-Out Forecast and WOS (Weeks of Supply) levels
• M+3 CPFR (Collaborative Planning, Forecasting, and Replenishment)

Inventory:

• Work closely with APM/DP and inbound departments on stock availability and requirements
• Work closely with outbound departments, in order to give feedback to Account Planner & KAM for Sell In delivery schedule/dates
• Give regular feedback to Account Planner and KAM on stock availability (qty/ETA) and possible stock outs or delays
• Monitor & analyse weekly SOH to account & model level
• Monitor & analyse weekly sell out results to account & model level
• Be informed of customer & company promotional calendar to be used in sell out forecast process

Budget Controls:

• Ensure delivery of return on investment and building of brand sustainability
• To ensure account meets its income targets as per set budget
• To effectively solve problems and manage risk to ensure achievement of targets

Pricing:

• Negotiate pricing that would drive sales with Product Managers
• Keep abreast of market developments and competitors’ product pricing and activities and make recommendations

Strong Customer Relationships:

• Managing the relationship between your company and the customer is a big responsibility.
• Handle accounts and build relationships
• Visit customers to maintain strong relationships
• Treat your customers as partners and challenge them to grow their business with your brands

  Reports:

• Provide sales reports and analysis as required
• To prepare presentations, proposals, plans, contact reports as necessary
• Analyze and report on results and effectiveness of promotions

Travel Requirements:

• Will be required to travel to customers
• Office 20% External 80% of the working week
• Minimum of three night away from home per month

Package & Remuneration R - Negotiable