Proposed Key Account Manager at Beam Suntory

What makes this a great opportunity?

The National Key Account Manager’s role is to lead and drive the relationship with some of the company’s most strategically important customers. Through outstanding leadership and expert knowledge this role will drive an increase in Sales, Market Share, and profitability in a manner that is aligned to the commercial, brand and business strategies and therefore delivering on our mission to becoming the fastest growing premium spirits company by value.

Role Responsibilities

DUTIES & RESPONSIBILITIES: 

• Monthly alignment of Sales targets and KPI’s as agreed with the Head of Sales. 
• Assistance in the implementation of special projects in conjunction with both KA & Trade Marketing. 
• Develop and gain agreement (internally and externally) to long and short-term business plans for each customer in conjunction with Trade Marketing and Marketing and ensure effective implementation of agreed plans including field resource requirements with the Regional Sales Managers. 
• Cultivate and maintain appropriate customer contacts both personally or by co-ordinating the involvement of other key personnel to ensure brand influence on the customer’s spirit strategy. 
• Monitor Key Account performance versus plan by assessing critical sales driver activity for own and competitor brands taking corrective action with agreed levels of authority or probable solutions to the Trade Marketing and Modern Retail Channel Manager. 
• Provide accurate short-term volume and profit forecasts by securing information from the customer. Assistance with and brilliant execution of annual negotiation agreements and signing of Trade Marketing and or Marketing contracts, defining of product volume, Marketing activities co-ordination, promo calendar, national and local promo activities development, co-ordination, management. 
• Building and development of partnership with selected multinational and local Key account clients Intricate knowledge of purchasing operations of the Key Account clients, Promotional planning, budget allocation and brilliant execution according to the annual activity grid. 
• Development, implementation and maintenance of special and exclusive programs aimed at increasing sales with selected clients as per discussion with line management.
• This is a broad description of the role and is not intended to capture all the specific duties of the role and an allowance of variation should be applied.
• Ensure a high-level communication between the customer and the company to avoid ambiguity and ensure alignment across all functions 
• Price formula2on and planning based on discussions with line manager. 
• Sales analysis, development and implementation of special programs 
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics 
• Ensure that client accounts are up to date and are reconciled on a regular basis

Qualifications

KEY SKILLS & COMPETENCIES:

• Advanced Excel and Ms Office skills Market & Environment awareness, exceptional Commercial Acumen and Advanced negotiation Techniques.
• Budget and cost management - Monitoring and evaluation thereof. Customer relationship Management: Ability to build great relationships with a high degree of attention to detail.
• Effective decision Making, Planning and Organising with a rooted culture of Team Work, Strong Communication and Technical Expertise. Influencing & negotiation with Big Picture Thinking.

EXPERIENCE & QUALIFICATIONS:

• Tertiary level Qualification in commerce, sales, and marketing preferable.
• Bachelor’s Degree / WSET accreditation would be advantageous.
• 5+ Years field experience in sale in the Liquor industry or within a similar FMCG industry.
• Exceptional Rapport with Key Clients and in the trade.
• 2+ years’ experience in team management / senior management.
• Driver’s License & reliable own transport.
• Exposure across different channels and different levels of customer channels (e.g. National Accounts, Key Accounts and Field Sales)
• Expert knowledge of accounts/buying/procurement practises.
• Track record of success in highly demanding sales organisations (FMCG) and proven track record of brilliant execution
• Strong knowledge & demonstrated delivery in challenging trading environments.
• Negotiation, conflict resolution and with established customers would be advantageous.