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May 31, 2016
Job Title: Key Accounts Manager – Supermarkets
Location: Nairobi
Industry: FMCG
Salary: Kshs 150,000 – 180,000 gross
Our client is a processor of milk and other milk products of uncompromising quality.
They use the latest milk processing equipment’s and ultra-modern technology to serve the society with various milk products such as full cream milk, skimmed milk, butter oil and milk powder.
They currently have a milk processing capacity of 500,000 litres per day.
Main Responsibilities: The Key Account Manager is responsible for achieving Customer objectives, KPIs and targets (Volume and TTS) by implementing Brand and Channel strategies & tactics and managing customers in a manner that will achieve profitable long-term growth
Key responsibilities
- Formulate and implement the strategic Plan for Key Account Business across the country for increasing market share, NSR and ensuring a profitable volume growth by delivering account specific business solution
- To deal with Key accounts Immediate & Future consumption(IC & FC ) channels
- Translate the sales Budget into Tangible actions to achieve profitability, volume and growth
- Ensure Profitability Volume Growth for the Key Account vs. PY and targets set
- Ensure Key Account Marketing plans and initiatives deliver the targeted Volumes and Profitable performance
- Responsible for negotiation and implementation of strategic sales initiatives, promotions, pricing and new product launches.
- Account Development & Customer Business Development
- Manage key trade ROI and customer P&L development.
- Develop and maintain excellent relationships with Key Customers at national and regional levels
- Formulate Budgets and monitor the expenses, sales Operations and Demand Planning.
- Manage key accounts sales Objectives and Performance Standards
- Compile weekly and monthly Reports and present to management
- Ensured Brand, package and availability targets are met for Key account
- Formal Market Visits / Developed Schedules to enhance Good Business Relationship Building
- Hold a monthly review meeting with entire Team to review Key Account performance against plan
- Ensure effective communication between all channels on a national and local level.
- Manage Portfolio ensuring effective co-ordination of key sales initiatives between assigned key accounts, Marketing, Trade Marketing, Finance,
- Responsible for achieving both National Key Account and Portfolio sales targets for given channel sales- FMCG.
Skills and qualifications required
- 5 – 6 years’ Key accounts Sales Management experience in FMCG industry’ preferably milk industry
- Degree in Bcom Marketing or related field
- Efficient & pro-active customer problem solving
- Commercial & Business acumen: Understanding of the Revenue growth management & Profitability / all other business costs. Computer Skills: Excel / PowerPoint / Word (in order to do Presentations / Customer Letters / Analyzing Sales Figures)
- Professional Skills: strong in Customer relationship Management, Program Execution Management, Direct Sales, Route Settlement, Merchandising , stakeholder management, Pricing & Packaging Strategy.
- Brand & Image Management: Understand consumer behavior / retailer needs (link the two together)
- Analytical (Intermediate): Must understand basic business concepts; (E.g. Margins / discounts / Pack mix Trends / Volume Variance Analysis) are able to conduct and demonstrate Business. Reviews and analyze sales volume trends by Customer/Sales Representative (implement all the systems)
- Valid drivers’ license
How to Apply
If you meet the criteria, possess the necessary qualifications and experience and you are zealous about key account management; please send your CV only quoting the job title on the email subject (Key Account Manager Supermarkets 150 – 180K gross) to career@perionhcs.com before 14th June 2016.
Kindly indicate current/last salary on your CV.
N.B - Only candidates short-listed for interview will be contacted
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