Reporting To:
Head: Sales and Operations
Job Purpose:
To devise and drive strategies for driving sales growth across the Retail business, including identifying new business opportunities and managing customer relationships and objectives to contribute to the achievement and delivery of strategic organizational objectives. This includes leading and directing the Retail Key Accounts Team and acting as a key contact for large retail customer accounts i.e. Shoprite/Checkers, Pick ‘n Pay, Spar, etc.
Required Learning:
Relevant degree
Minimum 10 years experience in an FMCG / Retail / Trade Marketing/ Operations environment with a proven track record of key account management at a senior level.
Strong relationships with key customers and stakeholders, especially large SA retailers i.e. Shoprite/Checkers, Spar, PnP, etc.
At least 3 years managing teams.
Solid exposure to healthcare, personal care, and/or home care is preferable. • Strong negotiation skills.
Job Requirements:
Customer engagement and management
Actively build, maintain, and grow strong relationships with Customers and relevant departments and internal stakeholders to encourage sales and customer loyalty.
Ensure a comprehensive understanding of customer strategic objectives through interaction with relevant stakeholders.
Engage NKAMS with regards to customer plans and interrogate previous plans and performance against agreed plans, ensuring comprehensive understanding and alignment to customer strategic objectives
Attend regular meetings to update management, review plans, and optimise processes including third parties
Manage the effective flow of information.
New Business Development
Negotiating price increases, trading terms, and product deals with customers and ensuring successful implementation and profitability/return on investment.
Source new business opportunities in line with operational capabilities.
Grow current business and manage cross-selling opportunities.
Be aware and have a sound understanding of competitor analysis and distribution.
Achievement of profitability, sustainability, and financial targets
Compile forecasts and budgets and present them to the Sales Head for sign-off.
Implement, monitor, and manage budgets, providing regular reports to the Sales Head.
Timeously identify variances in budgets and formulate action plans to address them based on the history of accounts.
Implementation and optimization of business strategies and plans
Regularly analyze relevant data and conduct gap analyses to determine the delivery of strategies and plans.
Act as an interface between customer needs, retail KAM needs, and Operations, ensuring effective communication at all times.
Develop and implement measures to address problems/gaps.
Ensure continual focus on improved delivery/customer relationships.
Ensure compliance of the Retail KAM team to instituted processes and procedures.
Leadership and team management
Through effective inspirational and practical leadership, facilitate the creation of accountable, full-service teams who understand and strive to meet the needs of all customers, customers, and group objectives. Create and encourage a high-performance culture focusing on the delivery of objectives. Take full responsibility for the performance of all direct reports, motivating and managing them about quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management, such as:
Performance Management
Career path planning
On-the-job training, coaching & mentoring.
Core Competencies:
Communication Skills
Decisiveness and Action Orientation
Drive to succeed
Teamwork
Planning & organising
Supportive orientation
Leading and developing people
Project Management Skills
Presentation skills
Strategic Thinking and Planning
Cross-Functional Capability
Stakeholder engagemen
For more information contact Lisa – Lisa@ers-sa.com