Job Summary
The Key Account Manager’s overall objective is to develop and implement the sales strategy per customer in alignment with the company’s strategic objectives (NR, COP, Gross Margin, NWC), and to manage the customer relationship on an ongoing basis.
Minimum Qualification:Bachelor
Experience Level:Senior level
Experience Length:5 years
Job Description/Requirements
SALARY:300,000 - 350,000
LOCATION:NAIROBI
SCOPE/ DIMENSIONS OF ROLE
Based within the country sales structure the Key Account Manager is responsible for a key customer. The role has accountability for the full scope of the company’s commercial interaction with the customer, ranging from the development of sales strategy per customer to the management of promotional activities. The role requires close cross functional interaction with trade marketing, planning, marketing, logistics, finance, and IS.
RESPONSIBILITIES/ACCOUNTABILITIES
• Responsible for achieving strategic objectives per customer – i.e. NR, COP, Gross Margin, NWC
• Building long term partnership with the customer
• Responsible for the promotional strategy per customer, and promotional execution (including trade budget management, range and space optimization)
• Responsible for managing customer negotiations in relation to the company’s commercial strategy and the customer trading terms
• Implementation and ongoing management of the category strategy per customer
• Responsible for developing customer new product launch plans and ensuring successful implementation
• Continuous improvement in the management of the account by identifying opportunities for efficiency and profitability and overall improvement in the management of categories
KEY CHALLENGES
• Growth of net revenue and management of gross margin by customer
• Managing effective relationships with increasing demanding/ retailers
• Effectively managing and driving the company’s presence in highly competitive categories
PROFESSIONAL QUALIFICATIONS
• Minimum 5 years FMCG experience IN Sales/ Marketing and Key Account Management
• Educated to minimum bachelors degree level ideally in a business related subject - from a recognized University
SKILLS AND COMPETENCIES
This Role Profile must be read in conjunction with the relevant competency profile on the Business
PERSONAL PROFILE
• Results oriented, entrepreneurial and self-motivating
• Tenacious and resilient, driven to achieve even when faced with obstacles
• Leadership and interpersonal skills capable of building strong working relationships and influencing and customers and internal teams
• Strong commercial understanding of business issues/opportunities
• Strong understanding of sales and marketing strategy and planning issues
• Strong analytical skills with ability to develop strategies, tactics and measurable implementation
• Ability to think outside the box
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