National Account Manager Modern Trade at Danone

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

KEY BANNER NEGOTIATIONS

• Each Customer within this portfolio has various Buying Groups that operate within them.
• Key Interaction and leveraging opportunity with these Banners, is key to success.
• Across Regions within South Africa

SYSTEMS MANAGEMENT & REPORTING

• 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.

Qualification(s):

• 3-year suitable degree

Experience:

• 3 years National Key Account Management experience
• 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 / Strategic Thinking

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