Key Account Manager at British American Tobacco

WHAT YOU WILL BE ACCOUNTABLE FOR

• Effectively manage accounts, supervising Key Account budgets, forecasts, and actuals to ensure efficient use of financial resource allocated for the key account group. Ensure timely reporting in collaboration with Finance on a Monthly, Quarterly, and yearly reporting cycle.
• To manage direct reports who will support the account management of Pick n Pay & Shoprite accounts analysis and reporting.
• To develop insight on the difference between grocery stores shopping behaviour and build a strategy to take leadership within both main store and grocery convenience outlets.
• To analyse and report upon Nielsen reporting identifying trends and define insights for account opportunities.
• Develop, implement & maintain portfolio of new & current accounts ensuring all objectives are SMART and aligned to the company, Function and department strategies and operational plan, thereby delivering against line-of-sight objectives.
• Achievement of agreed Availability, Visibility, Dialogue, Activation, market share & volume objectives, for the assigned accounts.
• Ensure all relevant BAT & account systems/ processes are identified, understood & actioned to achieve excellence in Execution
• Continuously monitor the Performance & Dynamics of the accounts within the Portfolio, through data, consumer and market analysis, to identify and exploit current and future business issues and opportunities.
• Develop strong business relationships with both trade partners and internal departments.
• Hold Account performance reviews & continuously review account contact strategy and re-align as appropriate to deliver objectives and improve business effectiveness and efficiency.
• Ensure timely communication to all relevant collaborators of any variances to plans.
• Communicate competitor and market intelligence to relevant internal team members.
• Key understanding of Supply Chain both internal and external.
• Apply BAT’s performance management process to align with line manager on progress against account/portfolio objectives and personal performance as required.
• To maintain, develop, continuously improve & support the Key Account Managers on BAU Key Account processes.
• To plan, coordinate and ensure timely & accurate pricing comms to the leadership team & Partner with Key Account to implement Projects to drive growth in volume & share.
• To Create and develop Customer’s Business Plans - starting from a clear understanding of the customer strategy- their shopper and competitive environment, lead negotiations.
• Develop, sell and evaluate with the Customer the Joint Business Plans to deliver critical metrics.
• Lead regular portfolio evaluation, implement growth initiatives and corrective actions.
• Design and execute a deployment plan for the distribution strategy to maximize cycle plan and customer potential.
• Develop long-term sales plans for customers, monitor & recommend sales activities to achieve sustainable volume, .value & profit growth implement-track- evaluate.
• Refer sales opportunities and customer feedback- to internal organization so that they can respond to changing market conditions and customer demands.
• Perform operational work related to day-to-day business (i.e., volume forecasting, customer reports, customers presentations, updates on trade and competition, budgets management etc.).
• Collaborate closely with cross-functional teams to identify and answer the appropriate business solutions.
• Demonstrate Customer’s specifics knowledge for reliable input to BAT initiative planning.
• Work closely with Deployment Teams & Key Accounts to ensure effective positioning and use of In Store Furniture (ISF) to maximize visibility of our brands, for both new & existing stores.
• Implement and manage defined governance model in respect of:
• Planning & Execution (Monthly Regional Meetings & Cycle Planning Meetings)
• Committees (Market, SOP, HR)

Experience Required

• Ability to work in a challenging commercial environment in which they must balance the demands of these accounts with the commercial aims & objectives of our own business.
• Passion for learning, developing yourself and taking new challenges.
• Attitude of continuously striving for excellence to achieve superior results.
• Excellent analytical thinking and communication skills, together with ability to influence others.
• Excellent communication, negotiation and presentation skills.
• Entrepreneurship and innovation – solution orientation.
• Ability to manage complexity and operate in complex processes.
• Fluency in English (written and spoken).
• A degree, preferably in Marketing/Business Management plus 8-10 years relevant FMCG experience