Key Account Manager at Revlon

Job description

POSITION OVERVIEW

To build strong win-win partnerships with each key account (SPAR and Independent Pharmacies). Drive sales growth (sell-in and sell-thru) and profit of all Revlon brands within each account & manage the customer P&L.

MAJOR DUTIES:

• Define growth opportunities within each category relative to KA business, used to prepare the account sell in and sell thru, price discounting, co-op advertising and promotional budgets for the next fiscal. Build budget P&L for each KA based upon these plans.
• Evaluate potential setbacks to the plan and develop contingencies to overcome them.
• Negotiate and agree individual promotional forecasts with each retailer. Monitor performance against these forecasts.
• Analyse monthly sell-in, sell thru, stock and productivity (stock turn) performance by brand, product category, region and store.
• Analyse credits/returns, markdowns/tallies, co-op advertising and promotional spend against budget and relative to the performance of each KA.
• Prepare pre and post promotion analysis (Top promotions only). Evaluate and recommend adjustments to promotional plan depending upon success or failure of each promotion.
• Conduct quarterly review of customer performance vs the plans and mutually agree to adjust where necessary to achieve objectives. To include quarterly review and outlook of spend, what has /has not worked; account P&L, performance of top promotions and an outlook for the next quarter.
• Develop relevant, unique and creative growth plans in conjunction with the customer, marketing and field sales team for each KA, ensuring that all available opportunities are exploited.
• Recommend and implement adjustments /corrective actions/solutions to address problems and budget shortfalls on each account.
• Monitoring of product ranging within stores/regions in line with agreed listings. Identify and communicate any new opportunities with KA.
• Initiate, plan, develp and implement in-store promotions in conjunction with marketing and the field sales and merchandising teams.
• Ensure correct implementation of agreed positioning, space and promotional execution in store. Develop a sense of ownership of execution in store.
• Maintain category management disciplines in conjunction with category manager.
• Analysis and management of stock/productivity levels in store in conjunction with the key account.
• Engage regularly with customer logistics and the demand planner to ensure planned orders are shipped on time and in line with monthly forecast of the account.
• Ensure new launches and promotional activities are timeously communicated, negotiated and listed with KA so all orders are received by required date.
• Check Head Office listings once a month on all products that should be listed or discontinued.
• Report on infill rates to KA and Revlon management weekly in conjunction with the demand planner.
• Strong Customer Relationships
• Drive to continuously to build a strong business partnership and links with each key account.
• Constantly challenge customers to grow their business to drive the company’s success today and in the future.
• Forecasting Accuracy
• Ensure that all promotional and launch volumes are accurately reflected and included and the demand forecast 6 months in advance of the planned implementation date.
• Actively participate in monthly forecasting feeder meetings with information on sell in, sell thru, new product performance, promotional buy in volumes and timings, stock movements and any other relevant information for each KA which may affect the demand plan.
• Tight Budget Controls
• Manage customer P&L to ensure achievement of budgeted sales and profit.
• Ensure all co-op advertising, promotional, credits/returns/markdowns, rebates, price dealings/discounts, tallies and allowances spend is controlled against budget
• Evaluate all spend with each customer for optimal ROI. Assess alternative promotional vehicles for maximum return on each promotion within each customer.
• Direct spend to build long term sustainability of focus brands as identified by the company’s strategy.

GENERAL

• Participate in all sales and marketing meetings, report and update sell-in/sell-thru results in the KA business.
• Attend and participate in cycle meetings and sales conferences.
• Constantly monitor sales problems and opportunities, make recommendations and initiate action to address.
• Perform any other duty as reasonably directed by superior.
• Adhere to all company policies, procedures and instructions which forms part of the Good Manufacturing Practice (GMP) management system of the company.

KNOWLEDGE, SKILLS & ABILITIES

• Strong interpersonal and communication skills
• Strong negotiation skills
• Highly numerate
• Strong analytical skills
• Self-motivated and the ability to work without supervision
• Ability to work under pressure
• Be prepared to travel and stay away from home
• Valid driver’s license essential
• Computer literate
• Attention to detail so as to ensure accuracy of reporting.
• Exceptional organizational and time management skills to meet frequent and aggressive deadlines.
• A dynamic team player with strong leadership qualities

EXPERIENCE

• Experience working with SPAR and Independent Pharamacies
• Minimum of 2 years Managerial experience.
• Experience with multinational corporate reporting requirements

EDUCATION

• Matric with minimum of 7 years FMCG experience
• Tertiary qualification