Key Account Manager : Wholesale - Phoenix at The Coca-Cola Company

Key Duties & Responsibilities    
Key Outputs and Accountabilities 

• Manage margin and revenue growth in related Non-national Key Accounts by applying product categories optimally, aligned to the business strategy.
• Devise the annual Coca Cola system Customer Business Plan, aligned to Channel and Brand plan, to support value growth and market share gains.
• Ensure key internal and external stakeholders (e.g., bottlers, The Coca Cola Company and customers) across the Coca Cola system is aligned to the Customer Business Plan and the execution thereof.   
• Monitor and evaluate the ongoing performance of the Channel and Customer Business Plan and optimise plans to support value growth and market share gains. 
• Negotiate and monitor customer trading terms, aligned to the strategic intent of the business, to deliver optimal return on investment. 
• Ensure cross-functional (e.g. Sales teams, operations, supply chain, trade marketing, category teams, analysts, regions, etc.) alignment to support deliverables of the Customer Business Plan.  
• Revenue growth management within the beverage category through the implementation of optimal execution campaigns to drive value share gains. 
• Identify category market opportunities and collaborate with internal and external stakeholders to capture opportunities that enable optimal return on investment.  
• Take ownership of the customer relationship through collaboration with Key Account customers on an ongoing basis, as a representative of the Coca Cola company, to drive mutual business growth. 
• Utilise market research to devise, negotiate and implement campaigns that drive performance aligned to key KPIs of Key Account customers.
• Ensure compliance to internal standards and requirements (for e.g. TCCC standards, Risk and Control Matrix) to drive good corporate governance.
• Support the launch of New Products by driving listings with Key Account customers. 
• Understand Customer dynamics, system or software solutions, and drive systematic business alignment to streamline collaboration.
• Collaborate with the Finance department to ensure the Account is in an optimal financial position, which may include the resolution of pricing claims. 
• Ensure that Key Account customers operate according to the Route-To-Market (RTM) framework and principles to drive business strategy.
• Conduct weekly trade visits with Sales Teams to identify opportunities and gaps to drive mutual business growth.

Skills, Experience & Education    
Qualifications and Experience 

• A formal qualification in Sales and/or Marketing. 
• Post Graduate studies will be an added advantage.
• 3-4 years’ experience within a sales environment.
• 5 years’ management experience within Sales or FMCG environment.
• Key account management experience will be advantageous.