Key Account Manager: KZN & EAS at UPL

Main mission

To manage and oversee the KZN, EAS business and deliver on the UPL financial expectations. To ensure the business interests of UPL are managed in the KZN, EAS region with customer satisfaction being the primary goal, by managing, organizing, and directing employees and establishing, monitoring, and managing organizational goals and direction. To take responsibility to manage and grow sales and forecasting in conjunction with the National Sales Manager South Africa

ESSENTIAL DUTIES AND RESPONSIBILITIES (includes the following)

Commercial (KZN, EAS)

• Manage relationships with Distributor Heads, Head office staff and Agents in regions.
• Deliver on growth expectations in KZN & EAS regions, with ongoing analysis of the region to identify opportunities and make proposals.
• Technical visit to key growers & customers

Forecasting (KZN, EAS)

• Maintain Forecast by Customer and tracking forecast accuracy.
• Forecast vs. Budget alignment.
• Improvement of Company forecast accuracy.
• Monitoring Price/Volume/Sales/GP (actual vs forecast vs LY) to achieve budget.

Marketing (KZN, EAS)

• Close collaboration with Marketing Department to align on projects.
• Implementation of agreed Marketing Plans
• Collaborate with marketing on client incentives.
• Create a strategy to develop high margin products to their maximum.
• Marketing Intelligence (Interact with distributors, agents, and farmers, getting information about competition and market)

Pricing (KZN, EAS)

• Regular analysis of opposition pricing and market trends
• Determine price per product and develop a pricing strategy.
• Manage tenders.
• Monitor Tender volumes/pricing as per tender submission.
• Monthly Pricelist maintenance

Sales (KZN, EAS)

• Deliver Monthly, Quarterly and Annual Sales and GP budget.
• Analysis and tracking of sales vs. budget.
• Sales and Distribution Strategy for the territory
• The setting of consignment stock thresholds and management of consignment stock levels where applicable
• Stock problem solving

Technical (KZN, EAS)

• Identify a high-value product or label gaps in the market and help develop Business cases for development.
• Technical support (technical training of distributor agents, agent/farm visits, field visits and farmer days)
• Head Office technical advice to customers and marketing to develop the best solution for both.
• Manage complaints handling and liaison with Technical Department

Key competencies required for the role

Skills:

• Change management, Communication, Team player, Creativity, Customer focus, Individual development, People Leadership, Result orientation, Agronomy.

Educational background / Experience:

• BSC Agric degree (or similar, preferable in Agronomy)
• AVCASA
• 2+ years’ experience in Agricultural Chemical environment
• Experience with Technical interaction with Growers & Agents