CE KAM Job Johannesburg area,South Africa,Sales

An international FMCG concern, based in JHB, is seeking a dynamic Key Account Manager for their electronics business unit.

Purpose:

To create leads and build relationship with clients/channel partners to identify sales opportunities, increase revenue and achieve profitability for the allocated channel.

Educational Requirements

B Com or related Diploma
Accounting skills will be an advantage

Required Experience

3 – 5 years related experience in key accounts
Good knowledge of administration, sales and general warehouse procedures
Ability to work in a fast-paced environment
Proven track record in customer relations
MS Office at an advanced level
Ability to use database for recording and reporting
Channel partner relationship knowledge
Finance Management

Travel Requirements

Will be required to travel to customers
Office 20% External 80% of the working week
Minimum of three night away from home per month

Key responsibilities for this position include, but are not limited to:
Sales Plan/ Strategy

Develop and implement strategy in line with company objectives
Planning and ability to execute to achieve business plans (PPP) - Weekly
PIQ Planning TRS – Quarterly planning to be checked 2nd month prior to Quarter
Planning – marketing, advertise in store
Work closely with Product Marketing to provide advice to projects that support partner-driven marketing events
Gather and analyse competitor intelligence. Models, pricing, promotions, product placement strategies, NPI, etc
Identify risk models and champion action plan process and monitor progress and /or success rate of action plan

Creative Business Development

Develop a unique way to grow the business with your customers
Provide solutions to management when faced with challenges
Liaise with corporate contacts, build and develop relationships
To assist with the preparation of contractual agreements and ensure that these are fully adhered to
Growing business and creating new opportunities
Keep up to date with recent market and industry trends, competitors, and leading customer strategies

Accurate Forecasting: GDMI Mastering

Ensure enough quantity of right stock to avoid LTI
Monitor and ensure forecasting is in line with sales planning
Continuously improving forecasting techniques, methods and approach to ensure they are aligned to company objectives
Calculate weekly sell out forecast to account & model level based on data analysis, company requirements and cooperative planning between KAM, Account Planner and Account Buyer
Calculate and continuously adjust weekly sell in requirements to meet required Sell Out Forecast and WOS levels
M+3 CPFR

Inventory

Work closely with APM/DP and inbound departments on stock availability and requirements
Work closely with outbound departments, in order to give feedback to Account Planner & KAM for Sell In delivery schedule/dates
Give regular feedback to Account Planner on stock availability (qty/ETA) and possible stock outs or delays
Monitor & analyse weekly SOH to account & model level
Monitor & analyse weekly sell out results to account & model level
Be informed of customer & promotional calendar to be used in sell out forecast process

Budget Controls

Ensure delivery of return on investment and building of brand sustainability
To ensure account meets its income targets as per set budget
To effectively solve problems and manage risk to ensure achievement of targets

Pricing

Negotiate pricing that would drive sales with Product Managers
Keep abreast of market developments and competitors’ product pricing and activities and make recommendations

Strong Customer Relationships

Managing the relationship between your company and the customer is a big responsibility
Handle accounts and build relationships
Visit customers to maintain strong relationships
Treat your customers as partners and challenge them to grow their business with your brands

Reports

Provide sales reports and analysis as required
To prepare presentations, proposals, plans, contact reports as necessary
Analyze and report on results and effectiveness on promotions
SPM
M M+3

Required Competencies

A strong work-ethic
Communicate effectively, both orally and in writing
Able to challenge themselves and meet all deadlines and targets for the department
Persistence and creativeness
Communication (verbal & written) and interpersonal skills
Negotiation and administrative skills
Ability to function under pressure
Ability to draw up the channel strategy


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