Key Accounts Manager at Coffee Importers and Roasters Organisation (CIRO)

Job Specification:
Key Performance Areas:
Key Account Management Group Client Profitability

• Improve and maintain operating profit value and operating percentage by Group Customer
• Secure price increase on time and in line with the business requirements
• Deliver and improve technical NSV in both Channel and Group Client

Client Relationship

• Drive the formal approach to Customer Relationships at key levels with the KAM team
• Identify and implement retention plans for top groups with SLA and MOU agreements
• Ensure that the client brand standards are communicated and delivered

New Business Development

• Drive initiative that will ensure that lucrative National Group Business is secured
• Manage the Marketing spend managed across all aspects, POS, promotions, trading terms within budget

Management of Cost Savings initiatives

• Review budget on Weekly / Monthly and Quarterly basis
• Maintain costs
• Identify and Manage cost saving initiatives with Customers

Lead & Manage the Key Accounts Management team

• Drive the team to support regions in the achievement of sales targets.
• Manage the KAM team’s performance and identify any training needs
• Lead and steer Global principles of Lavazza (Italy)
• Responsible to take global brands (Lavazza) as well as closed coffee solutions (Lavazza capsules), technical
• competence and global equipment partnerships and World Class training (SCAE Specialty Coffee Association of
• Europe) credentials and capabilities to specific markets

Regional & National Operational Relationship

• Drive the KAM update to regions of Top Group activity with PI’s and reviews
• Collaborate and work with Sales Executive to deliver National Sales Targets
• Regional Feedback of activity by Top Groups Subjective review each quarter by all Regional Manager

Qualifications and Experience:

• Matric/Grade 12 Certificate
• Business Related Degree / Diploma/Qualification
• 8 – 10 years in Management role within the Key Accounts Management function
• Proven experience in managing a budget
• Sales systems and procedures
• MS Office
• Advanced selling and negotiation skills
• Report writing and analysis

Other requirements:

• Must have Food Service / Hospitality Industry background

Competencies:

• Thinking Analytically
• Minimising risk
• Planning and organizing
• Maintaining productivity
• Interpreting data
• Attention to detail
• Seizing business opportunities
• Articulating information