In a nutshell this position is responsible for the Massmart Account and P&L (15% of company contribution). Direct Reports – 2 KAM’s reporting as well as a Specialist.
Overview role
The main goal of a National Account Manager is to develop and manage relationships with assigned national accounts and to develop strategies that improve sales productivity, revenue, and profitability for the organization.
Key Responsibilities
Manage sales targets for Regional Managers
Staying up to date with new developments/policies
Ensuring brand consistency
Negotiating contracts/SLA.
Set and monitor sales targets for Regional Account Managers.
Network with key customers to identify and address specific needs.
Develop and maintain relationships with customers to ensure long-term success.
Act as the liaison between customers and internal teams ensuring clients’ requirements are met.
Identify and attract prospective strategic customers.
Ensure brand consistency.
Consolidated and analyzed sales data and trends.
Maintain high customer satisfaction ratings, according to company standards.
Liaise with Sales and Marketing departments to set and implement strategies for new products.
Stay up to date with internal and external developments and suggest new ways to increase sales.
Actively seeks to learn and track market intelligence from customers.
Develops and leads sales and product presentations during market weeks throughout the year with each KA customer.
Establishes merchandising program in line with direction from the corporate office, customized to meet customer needs.
Coordinates needs with the Marketing Team, inclusive of advertised images and POP needs for customers.
Work with Category Development Managers to develop plans to drive category/trade business plans.
Participating in the definition and implementation of the various operational plans to get the right choices in our national shopper marketing plans, national training plans, and national promotional plans.
Discuss and develop business strategies with key strategic accounts.
Prospect new customers using the phone, cold calls, networking, etc.
Manage business pipeline, grow revenue, and develop a strategy for long-term sustained success.
Complete strategic customer account plans that meet company standards
Education/Experience required
Proven work experience as a National Account Manager
Solid experience in sales and customer service
Demonstrable experience in negotiating and meeting client’s requirements.
In-depth understanding of sales performance metrics
Hands-on experience with CRM software and MS Excel
Excellent analytical and organizational skills
Strong communication skills
Ability to lead and motivate team members.
Availability to travel as needed.
Degree in Sales, Business Administration, or a relevant field
Competencies required
Leadership: They should be able to lead and motivate team members to achieve business goals.
Sales and Customer Service: They should have solid experience in sales and customer service.
Negotiation: They should have demonstrable experience in negotiating and meeting clients’ requirements.
Analytical Skills: They should have an in-depth understanding of sales performance metrics and hands-on experience with CRM software and MS Excel.
Organizational Skills: They should have excellent analytical and organizational skills to manage sales targets for regional account managers.
Market Expertise: They should stay up to date with internal and external developments and suggest new ways to increase sales.
Availability to Travel
For more information contact Lisa – lisa@ers-sa.com