National Key Accounts Manager at Philip Morris International

The National Key Accounts Manager is responsible for commercialising IQOS to support the Smoke-Free South Africa initiative and to accelerate Philip Morris South Africa's (PMSA) share and position in the Cigarette Category to enhance multi-category brand presence and performance.

You will be responsible for developing, proposing, and implementing a competitive Key Account investment strategy that capitalises on business-building opportunities within the channel, and positions PMSA as a successful challenger in the Combustible Cigarettes (CC) category and leader in the “Heet not Burn” and Other Tobacco Products (OTP) categories, and positions PMSA as a preferred supplier to the trade to increase channel volume and share.

You will be expected to drive the implementation of the defined Key Accounts strategy and initiatives, while also enhancing the professional expertise, motivation, and dedication of the Key Accounts team and developing an understanding of Key Accounts principles and programmes within the larger PMSA commercial organisation.

Your ‘day to day’

KEY ACCOUNT STRATEGY

• Develop a competitive Key Account strategy that aligns with the overall market Sales & Distribution strategy (CC & HEETS - Total Consumables), ensuring a solid long-term platform for sustainable volume growth of PM brands, market share and visibility, enhancing brand equity, and bolstering our channel position.
• Develop a Go To Market strategy for Key Accounts that is aligned with the overall Go To Market strategy for IQOS, ensuring a long-term platform for user acquisition growth, sustainable volume growth of IQOS devices, share, and visibility, as well as boosting brand equity and awareness in this channel.
• Create new channels (as needed) to supplement the expansion of the affiliate business for Combustible Cigarettes (CC) and Reduced Risk Products products (RRP).
• Contribute to the development of market Sales & Distribution strategy and long-term plans by identifying and leveraging business development programmes and Key Accounts channel-specific approaches, ensuring the formation of solid partnerships that are mutually beneficial.

KEY ACCOUNT SEGMENTATION

• Formulate and propose a Key Account definition and framework for Key Accounts management that is aligned with the business environment and competitors' activities to ensure proper account identification and segmentation.
• Assist the Field Force with ongoing guidance and consulting on the application of Key Accounts definitions and segmentation, thereby contributing to the growth of Key Accounts expertise within the PMSA Sales organisation.
• Contribute to the definition of the most effective Key Accounts coverage schemes in collaboration with the Digital & Marketing, Consumer Experience, and Commercial & Indirect Channel Manager to ensure the proper allocation of Field Force resources and the customisation of call mission as required.

INVESTMENT STRATEGY AND CONTRACTING

• Develop and implement a Key Accounts investment strategy and contracting framework based on "pay-for-performance principles" as a major component of the business partnership, thereby aligning PMSA and Key Accounts objectives and stimulating PMSA volume/share growth in collaboration with the appropriate departments.
• Plan, initiate and manage Key Account contracting at the national level, ensuring targeted investment, and securing PMSA's channel growth position.
• Ensure the Field Force receives adequate account contracting guidance and consulting. Prepare and approve functional budgets for the Key Account Strategy and annual plans.
• Ensure cost-effective resource allocation and budget utilisation.
• Evaluate and propose the most effective contracting solutions for Key Accounts to maximise contract effectiveness and channel ROI.

ACCOUNT MANAGEMENT

• Create, agree on, and implement an account management framework and processes to guide and motivate KEY ACCOUNTS customers toward long-term business results and to build relationships based on goodwill and profitable partnership.
• Plan and lead negotiations with Key Accounts to reach mutually beneficial agreements and establish PMSA's competitive advantage in the Key Accounts channel.
• Ensure the quality and consistency of set plans for designated Accounts in accordance with Market strategy.
• Drive the development of targeted Key Accounts trade programmes in collaboration with Brand teams and Commercial Teams in order to capitalise on business-building opportunities, improve communication potential, and foster information exchange.
• Oversee the regular evaluation of programme performance and effectiveness, as well as benchmarking against competitors' channel activities to identify and address potential opportunities for upgrades and improvements.
• Ensure that Key Accounts' compliance with programmes and contract conditions is consistently monitored and that timely improvement actions are agreed upon and implemented to improve Accounts' performance against agreed-upon objectives.

INFORMATION MANAGEMENT

• Develop and propose a framework for the collection, consolidation, and analysis of KEY ACCOUNTS-related data to ensure the national integrity and consistency of crucial business data and to facilitate the creation of the most effective KEY ACCOUNTS programmes and plans.
• Provide professional expertise for the development and improvement of Key Account KPIs for future benchmarking and setting of goals. Initiate specific channel analysis to address sales, brand performance, promotion, and distribution issues in business development activities.

FINANCIAL RESULTS, REPORTING, AND BUDGETING

• Develop, plan, and prepare budgets and forecasts (Organisation Budget (OB), monthly rolling forecasts, Long Range Plan) for each sales channel being considered to ensure budget accuracy, timeliness, and compliance with corporate requirements.
• Construct, plan, and negotiate annual operating budgets with third-party service providers considering the agreed-upon strategy and commercial policies. Ensure that sales volumes and financial objectives are met.
• Set clear objectives and produce results that align with the business objectives of PMSA.
• Create lucid financial control processes for investments in KEY ACCOUNTS and ensure that all team members consistently adhere to them. In monthly meetings, compare progress to goals and take corrective action as necessary.
• Maintain a superior understanding of the market and all competitive activities to provide management with current information on channel sales and activation results.

MERCHANDISING & AND COMMERCIAL POLICIES

• Develop and implement the approved Strategy in collaboration with Marketing & Digital, Commercial Planning, Consumer Experience, and Commercial Forces to ensure the achievement of the formulated strategies and objectives that will contribute to the maintenance of business volume growth, long-term profitability, and brand positioning.
• Participate in the development of annual and strategic plans, as well as plan, define, and propose long-term strategic priorities.

TEAM MANAGEMENT

• Manage and develop department structure, team and individual competencies, and motivation through regular performance management, coaching, and training and development reviews to maximise employees' potential.

COMPLIANCE & LEGAL FRAMEWORK

• Apply the highest standards of integrity and full compliance with all applicable laws and PMI Principles & Practices across the organization to support long term sustainability of PM business.

Who we’re looking for

• Bachelor’s Degree in Business/Brand Management
• Minimum of 10 years of proven working experience specifically in FMCG
• At least 6+ years in Senior Commercial Management positions Extensive experience in the different trade channels
• Optimizing trade investment
• Customer Account Business Planning Handling complex relationships with Third Party Partner Management
• Strong negotiation, relationship management, communication, and presentation skills
• Financial and analytical skills
• Ecommerce understanding is key

Core Competencies

• Strong Business & Financial Acumen
• Able to convert consumer knowledge, Insights & Analytics into action - Omni-channel activity planning, execution & evaluation - Project Management - Customer Service, Selling, Negotiation - Self-driven, with the ability to take the lead, handle multiple challenges, and agile ways of working