National Key Account Manager - Shoprite at SC Johnson

Overview

• To take the lead role in developing the Shoprite account to deliver on business objectives for both SC Johnson and Shoprite, will be expected to play a strategic role, by dealing with National & regional buyers; DC role players; maintain and grow relationships across all levels of engagement.

Responsibilities:

Financial:

• Achieve agreed volume/net sales/gross profit targets.
• Timeous execution on price increases.
• Effectively manage trade spend – business mandate.
• Ensure Proper financial controls are implemented and adhered to within your account.

Planning And Reporting:

• Accountable for the development and implementation of customer business plans (Joint Business Planning)
• Accountable for account forecast accuracy
• Tracking key account metrics, sales performance, and market trends. Prepare regular reports and presentations for management summarizing account activities, sales results, and opportunities for growth.

Customer Relationship

• Ensure meeting with regional buyers at least once a month and national category manager at least once a quarter.
• Ensure Top to Top meeting with head buyers at least twice a year.
• Drive category development agenda with the customer through our category team.
• Ensure insight driven business reviews are presented during customers in meeting.
• Internally: To work closely with the Customer Marketing team to ensure delivery of best practice POP initiatives – FOCO’s

Trading Terms

• Lead the annual trading terms discussion with the head buyer
• Prepare annual trade spend investment proposal for business approval.
• Conduct ROI analysis on all investment (mindset to Maximize ROI)

Administration

• Serve as the primary point of contact for customers providing technical support and resolving any issues that arise.
• Keep record of all contact reports when engaging with the customer
• Ensure that all relevant information is filed correctly and easily accessible e.g. Promo contract reports.
• Ensure business commercial trackers are populated with your customer details e.g. promotional tracker.
• Active involvement on logistical supply chain processes to ensure on time delivery is achieved.
• Ensure trade spend tracker is up to date with claims.

Execution

• Manage shelf health though Everyday Great Execution principle as per the Category Team strategy.
• Achieve all new product launches, landing the new line with the customers as per the business launch dates.
• Communicate and track agreed promotional activities with the customer and field Ops and ensure adherence.
• Continuous engagement with Field Operations with the interest of your own customer – Biweekly
• Actively engage the agents to ensure that our products are effectively distributed and merchandised to improve forward share and achieve MHSKU strategy.

Data

• Gain a deep understanding of the customers’ business, industry, goals, and challenges. Use this understanding to anticipate customer needs and provide solutions that align with their objectives.
• Conduct competitive analysis to understand market trends, identify opportunities, and differentiate our products
• Use customer data solution for strategy planning both internally and externally (Rex Data)

Experience you’ll bring:

• Appropriate Degree/ Diploma in Marketing/ Business management or extensive experience in a Key Account management.
• 5 – 10 Years’ FMCG Key Accounts experience.
• Proficiency in MS Office and customer data systems.
• Strong experience in Negotiating National Trading Terms
• More than 3 years’ experience in managing the Shoprite national account.
• Advanced knowledge of Shoprite processes

Behaviours you’ll need:

• Excellent analytical and problem-solving skills
• Strong communicator and team worker
• Adaptability
• Drive for results
• Values others, and cultures
• Self-starter and Acts with integrity