Key Accounts Manager

Description:

Reports to – Sales Manager
Direct reports: Sales reps, retail customer service agent, regional sales agents
Customer portfolio – Pick n Pay, Checkers, Makro, etc and new retail business
Job overview:
The Retail KAM is responsible to initiate, develop and manage all the sales activities necessary to provide the full service to the retail channel and agreed customer base to ensure the achievement of the company's business objectives and annual budgets in sales value, volume and margin
Key performance indicators:
1. Customer management:
Develops and implements customer plans for key account portfolio that will deliver budgeted growth targets
Continually monitors and analyses key account performance against the set objectives and takes timeous corrective action where needed – includes quarterly business reviews
Builds and maintains effective customer relationships including multi-level interaction between the company and the customer
Regular 4 to 6 weekly contact with buying staff to ensure alignment of business activities for the next 3 to 6 months
2. Pricing:
Implements pricing within agreed company margins to ensure achievement of targeted selling prices in customer base
Successfully lands all price increases within mandate and agreed deadlines
Monitors selling prices by customer and takes corrective action where necessary
3. Sales activities:
Initiates, develops and implements all the sales activities necessary to achieve the sales budgets
Manages company sales reps and regional sales agents including spending quality time in trade on a monthly basis
Develops effective working relationship with the company's sales reps, customer service teams and sales agents looking after the company's products in market and within the business
Ensures interaction with other functional teams within the company to ensure the required service levels and responsiveness to trade needs are met
Prepares and conducts quarterly sales agents’ briefings and meetings clearly detailing required action for the next 3 months
4. Sales support:
Maintains good customer administration and communication within the business – trade contact reports, control of agreed promotional budgets, management of expenses, communication of key activities within the business
Makes effective use of sales and customer data – umbrella, QLIK tools, PnP portal, Checkers B2B and Spar Langeby reports
Effective management of pricing within customer and the company to eliminate pricing claims
Submits quarterly sales report for the retail channel by customer detailing performance versus budget and last year and demonstrates a clear understanding of reasons and issues for the performance
Provides input to annual sales budgets for retail channel – includes monthly and quarterly sales forecasts
Adheres to prescribed sales procedures and policies
5. Demand forecasting:
Presents a rolling 3 month forecast by key line for the retail portfolio of accounts with justification for the forecast
Includes forecasted volumes for promotions and new lines
Recommends stock allocation between customers within the channel in times of short supply
6. Human Resources:
Manages the company's sales reps and customer service agents in line with company standards and values
Adopts, manages and applies the performance management process for self, the company's sales reps and customer service agent – job descriptions, agreed KPIs, monthly one on one updates and bi-annual performance reviews
Fosters and encourages an engaging and open working environment to ensure development and retention of the best people
Recommends appropriate sales interventions for the company's sales team
7. General:
Submits accurate competitor intelligence for the retail channel with recommended counter action to protect the business
Works closely with RTM partners to ensure required levels of customer service are met
Delivery of agreed projects

Requirements:

Must have good retail Key Account Management experience i.e. Checkers, Pick n Pay, etc
Strong supervisory/management experience - will manage the company's sales reps and customer service agents
Skills and knowledge:
Planning and organizing
Building strategic working relationships
Decision making
Communication
Initiative
Sales ability / persuasiveness
Negotiating skills Customer focus
Contributing to team success
Ability to work effectively in a family type business environment