Key Account Manager at GlaxoSmithKline (GSK)

Job description

Basic Qualifications

• Matric
• Tertiary qualification with relevant business degree/diploma (ie) B. Comm or Sales and Marketing Diploma ie. IMM.
• Key Account Experience (1-3 years)
• Computer Literate in Excel, PowerPoint, Word, Outlook

Job Experience

• Proven selling experience of at least 3 years within both field sales and key account management.
• Experience within Key Accounts to include business plan development, pricing, promotional, P&L management & contract negotiation.
• Comprehensive knowledge of the FMCG environment.
• Understand Massmart business
• An appreciation for the use & application of various data sources such as AC Nielsen, Synovate and cost-to serve models.
• An understanding of sales, marketing, forecasting and finance principles and processes.
• Strong product knowledge of both competitor and GSK brands.
• Experience in the management of pricing and promotions in a cross category environment.
• Ability to influence & forge strategic partnerships with customers.

Skills/Competencies

• Strong commercial acumen
• Strategic planning and organizing skills
• Strong executional focus
• Comprehensive inter-personal and communication skills
• Problem/Solution approach to issue management & conflict resolution
• Excellent selling, influencing & negotiation skills
• Clearly demonstrates high levels of personal drive & proactive approach
• Able to lead & motivate diverse cross functional team.
• Strong project management skills.

Details

Preferred qualifications:

Job Description Summary

Account Management: Responsible for maintaining effective long-term relationships with an assigned customer/group of customers/region. Serves as the primary interface for all products, and creates demand for the organisation's products by raising their profile with customers. Identifies, develops and closes new sales opportunities. Includes Key/National Account Managers. Includes provider and payer customers. Does not include field sales. Includes RX and Cx

Job Family Group - Sales

• Responsible for the sales and customer services to promote and support the organisation’s products.
• Job Description-Job Purpose
• To lead the commercial growth agenda for Massmart by developing, implementing & managing sustainable trading and category strategies; to ensure delivery of budgeted sales, profit and customer investment objectives in-line with company policies and procedures.

Scope

• Reporting Structure: This position will report directly into the Massmart - National Account Manager
  Region: National (South Africa & Export)
  Supervisory : Co-ordination of an extended team including Customer Marketing, Finance, Supply Chain, Customer Services, Marketing and Sales Operations (both internal team and 3rd party sales & merchandising partners in each region).

Sales

• Responsible for delivering gross sales of R250m
• Manage full P&L responsibility to deliver gross profit objective
• Manage agreed Customer Co-Op Investment
• Achievement of numeric distribution targets determined by channel & brand team.

Essential Job Responsibilities

• Annually develop and implement a comprehensive account plan that aligns the customer’s requirements with GSK’s strategic priorities to deliver on set account, channel & brand KPI’s.
• Analyse, compile and review performance of account plan incorporating competitor, category & shopper dynamics. Identifying any risks or issues and implementing corrective actions where appropriate in order to deliver maximum sales and profit.
• Drive trading, category, space and discounts management in line with the channel & account plan.
• Responsible for delivering the annual trading profit through the effective financial management of the agreed pricing policy, control of promotional and trade investment against sales revenue achieved.
• Negotiate and control the implementation and payment of the national trading terms agreed upon with the National buyers and senior executives to ensure all the agreed elements are being adhered to in order to deliver maximum profits and sales.
• Develop, negotiate, implement and control the promotional strategy which maximizes the effectiveness and efficiency of investment budget; completing pre & post evaluations of Return on Investment of all national & regional account promotions using the Promotional Evaluation Tool to ensure maximum commercial effectiveness.
• Jointly lead with Activation Managers, category opportunities or initiatives across OTC, OHC & NUTS to improve GSK’s brand activation within the account against the key Point-Of-Purchase drivers.
• Lead continual development of multi-functional contact strategy in order to broaden both the breadth of contact including buying, supply chain, category, marketing and the depth of contact base.
• Lead to ensure field sales alignment & execution of the strategic account plan.

Complexity

• Develop and manage multiple customer relationships across buying, merchandising, category, marketing, supply chain, pharmacy, export, divisional operations teams and senior management within the Channel.
• Responsible for monitoring the performance of account both nationally, regionally and across formats, to ensure that sales targets are being met and objectives are being achieved. This will require analyzing sales data from various sources like Cognos, AC Nielsen, Synovate, P&L from time to time in conjunction with Customer.
• Ability to work in an internal matrix environment with the Traditional Trade Channel team, Marketing, Customer Marketing, Sales Operations, Finance, Supply Chain, Customer Services and 3rd Party Sales teams, to ensure all opportunities are capitalized on.
• High level of influencing skills required to drive category opportunities both with internal & external stakeholders.
• Ensure that business opportunities are correctly prioritized in terms of growth potential, synergy with GSK strategy, investment needs and those resources are allocated accordingly.
• Independent Thinking
• Annually facilitate the evaluation and recommendation of business opportunities with respective Channel Managers.
• Jointly identify with Customer Marketing category opportunities that unlock growth against the key POP drivers.
• The position requires that Policies, Company Procedures and Parameters are adhered to and understood. The position however does allow sufficient authority for decisions to be made.
• Position requires a self starter that motivates strong team support by leading by example, initiating ideas and concepts around the resources that are available, in order to drive the business and achieve expected results.

Responsibility

• Ensure timeous implementation and management of Account Plan with proper forward planning. Providing relevant feedback on account performance to Massmart NAM and Traditional Trade Channel Manager.
• Provide accurate monthly forecasts by sku.
• Accurately capture all monthly trade investment accruals, expenditures and recons – aligning with Finance.
• Jointly manage and implement category management initiatives with Customer Marketing.
• Ensure that various brand strategies and distribution objectives are being met.
• Align key stakeholders on account plan and quarterly activity
• Annual Strategic Planning
• Develop annual account plan objectives & strategies that underpin the overall channel & brand plans.
• Provide insight into the annual Traditional Trade Channel plan.