Key Account Manager at AVI Limited

Key Performance Areas:

Achieve Financial Results based budget:

• Lead with Regional Sales Managers team to identify new business opportunities
• Achieve growth objectives and agree on priorities required to execute this growth.
• New business activities and focus aligned to deliver category targets for the coffee category
• Drive basket growth through every key account
• Confidential customer contracts management – MOU & SLA where relevant
• Pricing management and review of trading terms
• Build strong relationships to use company resources, services and brands for mutual growth and benefits
• Manage the processes at outsourced catering customers for new business growth or for changes in existing solutions
• Prepare and present meaningful quarterly customer business reviews with existing customers

Volume Growth and New business activations:

• Achieve sum of B&I Channel volume versus budget Coffee, Tea and Hot Chocolate Categories
• Compile and maintain national promotional grid to deliver commercially viable volume increase or increased brand awareness
• Forecast accurately for equipment pipeline in B&I channel as well as product forecasting to achieve growth and gain new business

Sales Productivity Improvements:

• Design and implement national group customer & channel plans
• Quarterly customer reviews with action plans shared with Sales Executive and communicated with regional sales manager
• Placement of POS/branding material to create brand awareness

Defensive and retention strategies for Coffee volumes through channel:

• Track coffee volumes through key accounts
• Identify areas with low coffee volumes and implement a defense and retention strategy

Qualifications and Experience:

• Matric/Grade 12 Certificate
• Business Related Qualification
• Minimum 5 years Foodservice sales experience