Key Account Manager Traditional Trade at Danone

JOB PURPOSE

To grow Invoiced Sales, Net Sales & Volume in line with BU objectives in selected portfolio of Customer through development and execution of appropriate sales strategies, leadership of accounts and team work across all key interfaces.

KEY AREAS OF RESPONSIBILITY

MAIN JOB RESPONSIBILITIES ALONG WITH SUMMARISED SUB ELEMENTS

CUSTOMER / SHOPPER UNDERSTANDING & INSIGHTS

• Analyzes all relevant information and identifies opportunities in line with Shopper by Customer
• Assesses Customer Shopper Missions and puts forward recommendations to drive Promotional Plan
• Understands the Shopper missions and aligns instore execution opportunities with CP&I

CATEGORY GROWTH SPACES & SELLING STORY DEVELOPMENT

• Uses data on Category / Segment Performance to assess the Category within the Customer (Nielsens)
• Uses internal Growth Spaces in building the customer proposition alignment
• Uses simple analytical tools to build Range & Merchandising recommendations – MSL by Cluster
• Insights Knowledge (Spar Specific) to leverage against opportunities.
• PROFITABLE REVENUE GROWTH MANAGEMENT
• Post Analysis of promotion against identified ROI% and CO% requirements
• Price indexing versus Competitors across different segments
• Analyzes and tracks investments within Customer against SKU and gives input into MIX/Pricing/Promotion
• Full P&L understanding – know which triggers to use to influence outcome
• Adherence to PRGM principles and guidelines

CUSTOMER MANAGEMENT

• Owns the Customer Relationship at a National Key Account Level and across Region
• Prepares Customer Reviews for Discussion Monthly and Review, using insights to drive growth
• Uses Customer specific data / Category & Shopper data as inputs
• Prepares for each important negotiation, identifying ‘Must Gets’, ‘Wish List’ and ‘Concessions’
• Manages all Pricing (Externally and Internally) in line with process – Tally Accrual Process
• Managing the Customers Budgeted Spend Process in TTM in line with policy
• Co-ordinate trading term proposals in line with process
• Captures claims within TTM
• Manages events and implements projects efficiently – Trade Shows / Customer Events
• Developing briefing docs for Sales force/Agent execution
• NPD – All PDF’s; Prop Docs; Listing Trackers; Trade Presenters

DRIVING CUSTOMER PORTAL

• Understands and monitors Customer on line sites and recommends changes (Graphic Content relevant)
• Full Logistic / Supply Chain Portal Management (Demand Planning/CSL/Monthly Scorecard/Range and Pricing – Woolworths
• Leads any CSL issues and highlights to business

SYSTEMS MANAGEMENT & REPORTING

• Manage Customer Portal Interface (where applicable)
• Monitor SOH / Sales Out Data / CSL / Distribution / Pricing
• Captures all Pricing Deals in both Internal and Customer Systems
• Demand Management Ownership – Monthly alignment on Rolling forecast in line with expected Volume sales M-1 at a 85% Forecast Bias Accuracy.

About you

KEY REQUIREMENTS OF THE JOB

Skills relevant to the job include the education and/or experience, specialised training and competencies required by the incumbent to be able to perform the job in accordance with specified expectations.

TYPE OF REQUREMENT ESSENTIAL LEVEL FOR THE JOB

3-year suitable degree

EXPERIENCE

5 years National Account Management experience preferable within Spar or within a commercial environment, 3 years previous Field Sales experience dealing with Key Accounts a must.

REASON FOR ESSENTIAL QUALIFICATION & SKILLS

Senior Customer Management Role within Key Accounts. Strong Commercial understanding / Business Acumen / Negotiation Skills / Supply Chain knowledge

STATE SPECIFIC COMPLEXITIES WITHIN THE ROLE

• Customer Alignment
• Internal & External Stakeholder Management
• Financial Accountability - Analytical Skills / Commercial Acumen
• Negotiations Skills - Collaboration & Influence across Customer & Internal
• Strong Systems Management through process

About us

ABOUT US INTERNAL:
Do things your way, the way you work, the way you develop, the way you progress, it’s up to you.

Working here you will need to enjoy a fast pace, complexity and it can get a little challenging. But it’s packed with opportunities. You’ll work with some of the best-known brands in the world, Such as Activia, Nutriday, Yogisip, Inkomazi etc. We absolutely guarantee that you can just be yourself.

Be innovative and entrepreneurial and the impact you could make might just amaze you. Join our movement for a healthier world. One planet one health.

WE OFFER:
A job which could easily turn in to a career in Danone. We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoner’s potential and when we build careers based on these superpowers and when we develop everyone’s potential to the fullest magic happens. This is how we like to see Talent Management in Danone.