Key Accounts Manager at Diplomat Distributors

Job Objective:

• Accountability to drive the customer strategy for a key national customer, driv-ing and executing business growth plans as set by the Sales Leadership Team. Playing a key role in the Sales team, oversee the achievement of customer and channel plan.
• Oversee sales forecasts and sales strategy, proposing and directing the execu-tion of programs to maximize sales volume potential to achieve Plan.

Key Responsibilities:

• Conduct budget management for the allocated accounts and obtain sign off for the plan.
• Conduct Strategic planning for the allocated accounts in order to enable and facilitate sales.
• Conduct effective and accurate forecasting and planning to ensure on time product delivery.
• Conduct market analysis and share information to inform business deci-sions.
• Contribute to the cost savings target of the business.
• Develop and manage customer relationship with buyers; contribute to cus-tomer strategy ensuring local Diplomat business objectives are achieved.
• Negotiate space in stores and structure deals for strategic customers.
• Develop and communicate the promotional plan, to align with the overall vendor promotion plan. Identify gaps and follow up with the vendor to close out.
• Conduct analysis of customer and sales metrics, costs and categories to inform business decisions.
• Compile action plans to grow specific product categories.
• Actively gain competitor knowledge to assist the development of customer competitive edge.
• Ensure the effective management of the customer account and timeous prob-lem solving.
• Develop and demonstrate a thorough understanding of the customer's busi-ness.
• Address and resolve escalated issues from sales team for the allocated ac-counts.
• Ensure sales metrics are captured and tracked per category to create trends and patterns. Utilise this to inform sales decisions.
• Conduct planning and forecasting for allocated customers and their product categories.
• Utilise and align internal business processes and systems to execute sales and ensure operational efficiency.
• Regularly engage with vendor to plan and execute promotions.
• Plan events for customers and involve sales representatives in execution pro-cess.
• Facilitate communication channels on all levels to prevent breakdown in infor-mation flow.
• Transfer knowledge to the sales team through coaching and mentoring.
• Stay abreast of latest developments in the industry.
• Take responsibility for self-development through self-study, identification of learning opportunities.

Position Requirements

• Completed B. Comm Degree in Marketing or equivalent preferred.
• 5 - 7 years relevant Commercial experience (Key Accounts) in Traditional Trade within the FMCG environment.
• Current working relationships within the Traditional Trade Channel dealing with the National and Regional Traditional Trade Buying Teams is required.
• Advanced Computer literacy (Word, Excel, PowerPoint, SAP etc.).
• Budget Management and Administration experience.
• High level of attention to detail skills.
• Excellent planning & organizing skills.
• High analytical ability with strong negotiation skills.
• Strong business acumen.
• Excellent presentation, communication & interpersonal skills.
• Own vehicle with a valid driver's license.
• Flexibility to travel to the regions when required.