Key Account Manager at The Lion Match Company (Pty) Ltd

An opportunity has arisen in our Chloorkop Office for a suitable individual as a Key Accounts Manager. In this role the incumbent will report to the National Sales and Business Development Manager. The portfolio will suit a self-motivated, skilled, hands-on, self-disciplined and highly energised person.

PURPOSE OF THE ROLE
The primary purpose of the position will be to increase sales growth and Brand market share within the relevant Wholesale accounts. This will require actively driving and delivering on each customer’s strategic growth plans in line with agreed marketing activity. The incumbent will be responsible for the management of Trading Term budgets as well as the negotiation and agreement of account specific co-op promotions. Clear & consistent communication to Sales Force & respective Sales Agents to ensure implementation of agreed account activity will be critical to achieving the growth and market share targets for each Brand / product portfolio.

MAIN AREAS OF RESPONSIBILITY

•  Manage sales targets and budgets by key account
•  Ensure that account activity is aligned with marketing activity grids
•  Implement new product listings against agreed timelines
•  Complete monthly account reviews
•  Manage account pricing to eliminate claims
•  Implement price increases and deal
•  Implement promotional activity grids
•  Conduct monthly review meetings with buyers/regional buyers
•  Sustain positive and effective relationships with the trade (customer centric)
•  Liaise effectively with Sales Team and Agents
•  End to End new product launches to Key Accounts
•  Build effective relationships with key people in the industry
•  Understand, develop & implement Key account growth strategies aligned to business needs  TCR for all account meetings to be distributed to Marketing and Sales Team
•  Compile budgets/target breakdowns per key account/by region and national where required and communicate these to the Sales team
•  Complete annual/quarterly/monthly action plans to achieve targets with Sales
•  Administer account sales statistics and sales information and feedback to Sales
•  Manage account profitability - Achieve volume, turnover and margin targets by account.
•  Provide operational account support for Sales team
•  Ensure that agreed category management initiatives are communicated to the Sales team for implementation and ensure compliance
•  Implement promotions by key account in line with marketing activity grid
•  Construct and implement focused operational account specific promotions
•  Manage the implementation of agreed national and regional promotions
•  Manage the co-op and ad hoc spend budget
•  Assess ROI on key promotions to ascertain growth objectives are being met cost effectively

SPECIFIC ATTRIBUTES

•  Analytical skills
•  Intuitive and proactive
•  Financial acumen
•  Customer focused
•  Networking ability
•  Building and sustaining Customer relations
•  Creative and innovative
•  Ability to work within a team
•  Ability to manage a team and individuals where required
•  Ability to manage projects
•  Integrity and trust

SPECIFIC KNOWLEDGE AND SKILLS

•  Computer literate – Microsoft Office (intermediate)
•  Organizational skills (ability to plan, delegate and organize within defined timelines).
•  Negotiation skills
•  Decision making skills
•  Knowledge of and exposure to the FMCG Top end grocery industry
•  Management skills
•  Presentation skills
•  Basic Excel & Microsoft office knowledge and application

MINIMUM REQUIREMENTS

•  Matric
•  Relevant tertiary degree/diploma at a recognized institution
•  Valid passport and ability to travel to neighbouring countries
•  Valid driver’s license
•  Minimum 3 years’ experience in a similar role
•  Management /Supervisory skills
•  Experience in the FMCG wholesale and retail industry
•  Baby, Personal care and Household category experience would be an advantage
•  Experience in the FMCG retail industry – Shoprite, Pick n Pay, Spar, Clicks, Dischem & General
• Independent Key Wholesalers will be an advantage.