Key Account Manager - Western Cape at Blue Label Telecoms

Job Purpose

• The incumbent is responsible for defining and managing innovative sales and retention strategies for the Formal Retail Distribution channel and ensures the implementation of strategies into the distribution at a national level. The incumbent also assumes responsibility for the management of the relationship between the customer and Blue Label Distribution.

RESPONSIBILITIES

Key Account Management

• Formulates and implements the formal retail channel sales strategy focusing on acquisition of high turnover sites and retention
• Define, develop and manage relationships with key individuals across the business and ensure the relationships are maintained
• Define and prepare the Cyclical Sales Operations brief for implementation by the
• Sales Operations Team at regional and site level
• Ensure that sales and profit targets set are achieved on both a national and regional level
• Develop and implement sales and retention strategies that deliver on the overall business objectives
• Subscribe to and actively contribute information relating to the sales and prospecting activities in support of the management information system in the organisation
• Ensure that skills and knowledge stay up to date
• Perform marketing coordination functions
• Coordinating, communicating and integrating business plans between business and divisions

Business Development

• Monitor and report on market and competitor activities and provide relevant reports and information
• Regular visits into formal retail distribution to maintain understanding of the channel
• Provide inputs when preparing proposals or tenders.
• Implement, manage, and measure Site Financial Health, Site Merchandising
• Plan, Trade Marketing Plan and Promotional Plan
• Revert with suggestions on product range required by Formal Retail Sites.
• Provide inputs into the sales budget
• Monitor financial performance
• Inform Executive timeously of potential over-spend
• Monitor performance standards with regards to targets, feedback and satisfaction
• Prepare sales reports

Customer Relationship Development / Prospecting

• Conclude, Monitor, update and regularly report on
• Accurate and up-to-date correspondence files on each customer for which the KAM is responsible, incorporating proposals etc
• An accurate Customer Profile document containing the customer organization, business plan etc. for each customer for which the KAM is responsible
• An accurate and up to date forecast of business over the coming period, as well as a record of concluded business
• Disciplined and accurate financial information on the state of the order/invoice process, as well as the management of debt
• Planning and implementing a social activity schedule, which highlights the important people within the customer, as well as their particular personal hobbies, etc
• Details of the customers major spend within the forecast period, as well as the critical decision makers and the dependencies for the projects to proceed

Customer Needs Clarification

• Development of strategies for maintaining and further penetrating existing and new accounts, and execution of such strategies (Presentation and follow up)
• Facilitate and ensure successful interaction and coordination of formal retail company and customer departments

Requirements

Behavioural Competencies

• Responsibility
• Stress Tolerance
• Business Knowledge
• Industry Awareness
• Time Management
• Tenacity
• Decision Making
• Communicate Effectively

Education

• Matric
• Sales or Marketing Degree or Diploma

Experience

• 5+ years of Key Account Management Experience (Formal Retail segments advantageous)