EXECUTIVE SEARCH STATUS:

Completed

POSITION:

NATURE OF BUSINESS:

JOB LOCATION:

National Key Accounts Manager

FMCG

Johannesburg

SUMMARY OF EXECUTIVE OPPORTUNITY:

Responsibility for proactively managing the business relationship with the customer, delivering sales and profitability growth and optimizing business performance in order to achieve company goals (sales, profit, new item listings, market share, quality and rebate management)

 

GROUP BACKGROUND:

Global Fast Moving Consumer Goods Organisation

 

KEY EXECUTIVE ATTRIBUTES REQUIRED:

  • A tertiary qualification in sales, marketing or commerce would be advantageous
  • At least five years sales management experience in a top-tier multinational FMCG food company
  • Understanding of the major retail and wholesale trade

KEY JOB PERFORMANCE AREAS:

  • Develop understanding of customer's objectives, key strategies, concept, competitors, and consumer/shopper targets
  • Development of strategic plans for each key account customer
  • Manage price/package planning, forecasting process and promotional activities
  • Negotiating annual rebates plus promotional advertising spend
  • Reviewing sales performance with key account buyers
  • Monitoring and evaluating sales promotions including the forecasting of these activities
  • Regular trade and agent visits
  • Build relationships across levels and functions
  • Total administration of key accounts which includes correct input of deals as well as control of claims within these accounts
  • Managing and controlling promotional spend within the key accounts
  • Managing overhead expenses to stay within agreed budget parameters
  • Develop strategic reviews for specific accounts identifying key business opportunities and risks
  • Utilise knowledge of customer’s work processes, organizational structure, strategies, objectives, and trends to create winning business plans.