Key Account Manager at Bridgestone South Africa (Pty) Ltd

Job purpose
To achieve sales and profitability targets for the region.

Main responsibilities
Sales

•  To achieve 100% of sales budget units
•  Grow market share up to 5% (Quarterly)
•  Assist with stock take
•  Monitor sales by channel by outlet
•  Continuously increase sales per customer group, per category
•  Achieve sales mix, as per CEO policy

Administration

•  Submit weekly expense reports on fuel and sundry expenses
•  Assisting dealers in correctly completing new account applications
•  Monitor sales target plan per customer group

Customer Relations

•  Foster sound relationships with existing and new customer base
•  Management and Co-ordination of promotional activities
•  Qualify new business
•  Regular and value added calls on customers as per call cycles
•  Development and training of dealers within specialist’s call cycle via training department
•  Maintain existing client base and increase their current sales level
•  Seek new business to expand market share
•  Customer training (Basic Dealer Training)
•  Customer entertainment

Internal Liaison – TEC & Order Desk

•  Collect Market Intelligence (ongoing)
•  Monthly dealer activity, pricing movement, market changes and competitor info Reports
•  Record Market information and report on a weekly basis
•  Quarterly report on channel performance
•  Record and report on all test tyres weekly
•  Managing Surface and Underground mining fleet targeting programme

Improve & enhance the business of the channel by customer
 End-user development

• Promotions,
• Supply and Maintain In-store Point of Sale Material

Itinerary Management

•   1-2 weeks (detailed)
• Adjust planning cycle to satisfy customer needs
• Itinerary reports and call reports to be submitted weekly to Sales Manager

BRIDGESTONE BEHAVIOURS

Qualified candidates for this important position will therefore need to demonstrate the following:

•  Agility – to work in a matrix and complex environment where change happens at a rapid pace
•  Courage – to share ideas, think out of the box
•  Ownership – to see the bigger picture and take ownership by thinking and acting beyond the role

BRIDGESTONE LEADERSHIP ESSENCE
Qualified candidates for this important position will therefore need to demonstrate the following:

•  Establishes strategic direction and effectively communicates the vision: Communicates a clear and inspiring vision for the business; drives competitive and innovative strategies and is able to generate alignment against the strategic direction
•  Demonstrates business acumen to achieve results through others: Understands, educates and applies the fundamental business concepts by which a company operates in order to deliver results and create a climate that fosters personal commitment to excellence
•  Promotes and enhances company culture: Champions the organization’s shared values and beliefs
•  Effectively manages across cultures: Achieves effective collaboration, alignment, and communication across multiple dimensions of cultural diversity
•  BOSS focused - serves the customers having the end users in mind: Makes BOSS (end users) and their needs a primary focus of one’s actions; develops and sustains productive relationships with BOSS; leverages BOSS intimacy in the development of new products, services and competitive advantage
•  Demonstrates self-awareness and emotional intelligence: Recognizes one’s personal strengths, weaknesses, opportunities, and limits. Understands emotions and their effects
•  Intellectually curious in support of learning agility: Actively identifies new areas for learning; regularly creates and takes advantage of learning opportunities; uses newly gained knowledge and skill on the job and learns through their application
•  Embraces and leads change and innovation: Encourages different and innovative approaches to address problems and opportunities; facilitates the implementation and acceptance of change within the organization
•  Identifies and develops organizational talent: Attracts high calibre diverse talent, leads and guides others to accomplish organizational goals and objectives through on-going development and collaboration.

Required capabilities

•  Self starter/ Initiative/creativity/innovation
•  Strategic thinking, problem solving, critical thinking and analytical skills
•  Proficiency in relationship building, networking, persuasion and influential skills
•  Good technical, business and global acumen
•  Excellent verbal and written communication skills
•  Willing to travel extensively 

Qualifications and Experience

•  A Bachelor’s degree in Business Management, Economics; Sales and Marketing or higher
•  Grade 12
•  Minimum 5 years sales experience
•  Valid Driver’s license