Key Account Manager Fmcg Johannesburg - South Africa
Futurelink Global Recruitment
Our client is looking for a National Key Account Manager to join their team. Lead all key account functions for both Traditional Trade and Modern Trade sectors. Develop and execute strategic plans to expand and retain key accounts, in alignment with overarching business goals. Propel sales growth by identifying opportunities within key accounts, leveraging upselling or cross-selling strategies, and negotiating contracts and pricing agreements. Conduct thorough market analysis, utilizing customer data and sales metrics to forecast future sales and revenue trends. Deliver regular reports to senior management. Collaborate closely with internal teams, including sales, marketing, product development, and customer service, to ensure cohesive strategy execution for key accounts. Proactively identify challenges within key accounts and devise effective solutions to enhance customer satisfaction and retention. Oversee contracts, agreements, and service level agreements with key accounts, ensuring compliance and addressing any contractual issues or disputes. Cultivate and nurture strong, enduring relationships with key stakeholders within key accounts, including executives, decision-makers, and influencers. Stay abreast of industry trends, competitor activities, and market dynamics, offering insights and recommendations for strategic adjustments. Provide training and support to sales teams or account managers interacting with key accounts, ensuring proficiency in relationship management. Develop and monitor Key Performance Indicators (KPIs) for the Regional Sales Management (RSM) team. Drive profit and loss (P&L) efficiencies across the customer base, optimizing margin through strategic customer and product mix enhancements. Lead negotiations of trading terms and agreements, and oversee implementation of marketing strategies. Innovate and implement new sales strategies to bolster sales and gain market share. Provide coaching and development to the team on sales strategy formulation and execution. Execute 4P (Product, Price, Place, Promotion) strategies and manage financial aspects. Ensure agents achieve excellence in 4P execution in-store. Monitor Average Selling Price (ASP) spending to identify risks and opportunities. Optimize contracts to enhance return on investment (ROI). Approve deals and negotiations conducted by the team. Deliver business review presentations to the Leadership Team. Ensure RSMs meet their KPIs and secure forecasted volumes. Enhance forward share and on-shelf availability. Conduct ROI calculations, sales forecasting, and trade visits. Monitor display and deal compliance, and resolve claims and invoices. Implement price increases as necessary. Matric. Relevant tertiary qualification. Experience in the manufacturing/pharmaceutical/personal home care industry. Solid sales track record. A self-starter, keen, ambitious, and hungry to get results. Relentless and experienced in reaching out to leads and generating sales. Excellent verbal, negotiation, and presentation skills.
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