National Key Accounts Manager at Distell

• Define the channel size, key customers and commercial aspirations
• Evaluate channel coverage and cost efficient route to market per customer and combined channel
• Develop the picture of success per outlet type within channel
• Develop account prioritization that informs the account investment strategy and the rep incentive model
• Setup a grid with all key accounts to drive sales and marketing activities within the respective groups
• Develop the On Trade Group Accounts plans and targets, and deliver on these with the team of sales representatives
• Develop the in trade execution guidelines for the channel including merchandising and category management principles
• Analyse and evaluate channel /region/ account and brand performance against account metrics and provide recommendations and insights to the sales teams to improve performance and profitability
• Manage customer budgets in line with growth aspirations and cost parameters
• Build and develop strong internal and external relationships and networks
• Provide leadership and champion relevant account strategies within sales teams
• Build the on trade team to operate at desired competence in line with role profiles as agreed through competence self- assessments
• Continuously review customer insights and trade innovations
• Review and benchmark: trade spend, alternative business models, planning and execution processes, merchandising and campaign delivery solutions to improve business performance and develop a competitive advantage

The Successful Candidate Must Preferably Have The Following Experience/skills

• A relevant post-graduate qualification in Sales / Marketing / Retail with a sound understanding of financial concepts and profitability analyses is preferable.
• Minimum 8 years’ relevant experience in marketing/ innovation/ business development, ideally across a range of categories/FMCG’s.
• Sound management, negotiating, analytical and strategic thinking skills.
• Exposure to the retail market and working with key accounts.
• Computer proficiency in all MS Office packages.
• Good presentation skills and ability to present at board level.
• Adept at handling challenging interpersonal relationships.
• Tactful when dealing with others and carefully considers how a decision will influence / affect them
• Develops and communicates clear measures and standards of success in terms of timeous execution
• Can effectively negotiate on the correct negotiating tactics to address problems in own division / department.
• Can lead a negotiating team which represent own division / department.
• Can overcome deadlock by utilising correct negotiating tactics and Communication skills.
• The ability to travel extensively as and when required.