Key Account Manager (Traditional Trade) - Commercial Department

Introduction

Diplomat South Africa is recruiting for the role of Key Accounts Manager (Traditional Trade) in the Commercial Department based in Durban, KwaZulu Natal. The position will report to the Channel Manager - Traditional Trade.

Duties & Responsibilities

Job Objective

Accountability to drive the customer strategy for a key national customer, driving and executing business growth plans as set by the Sales Leadership Team. Playing a key role in the Sales team, oversee the achievement of customer and channel plan.

Oversee sales forecasts and sales strategy, proposing and directing the execu-tion of programs to maximize sales volume potential to achieve Plan.

• Conduct budget management for the allocated accounts and obtain sign off for the plan.
• Conduct Strategic planning for the allocated accounts in order to enable and facilitate sales.
• Conduct effective and accurate forecasting and planning to ensure on time product delivery.
• Conduct market analysis and share information to inform business decisions.
• Contribute to the cost savings target of the business.
• Develop and manage customer relationship with buyers; contribute to customer strategy ensuring local Diplomat business objectives are achieved.
• Negotiate space in stores and structure deals for strategic customers.
• Develop and communicate the promotional plan, to align with the overall vendor promotion plan. Identify gaps and follow up with the vendor to close out.
• Conduct analysis of customer and sales metrics, costs and categories to inform business decisions.
• Compile action plans to grow specific product categories.
• Actively gain competitor knowledge to assist the development of customer competitive edge.
• Ensure the effective management of the customer account and timeous problem solving.
• Develop and demonstrate a thorough understanding of the customer's business.
• Address and resolve escalated issues from sales team for the allocated accounts.
• Ensure sales metrics are captured and tracked per category to create trends and patterns. Utilise this to inform sales decisions.
• Conduct planning and forecasting for allocated customers and their product categories.
• Utilise and align internal business processes and systems to execute sales and ensure operational efficiency.
• Regularly engage with vendor to plan and execute promotions.
• Plan events for customers and involve sales representatives in execution process.
• Facilitate communication channels on all levels to prevent breakdown in information flow.
• Transfer knowledge to the sales team through coaching and mentoring.
• Stay abreast of latest developments in the industry.
• Take responsibility for self-development through self-study, identification of learning opportunities.

Desired Experience & Qualification

• Completed B. Comm Degree in Marketing or equivalent preferred.
• 5 - 7 years relevant Commercial experience (Key Accounts) in Traditional Trade within the FMCG environment.
• Current working relationships within the Traditional Trade Channel dealing with the National and Regional Traditional Trade Buying Teams is required.
• Advanced Computer literacy (Word, Excel, PowerPoint, SAP etc.).
• Budget Management and Administration experience.
• High level of attention to detail skills.
• Excellent planning & organizing skills.
• High analytical ability with strong negotiation skills.
• Strong business acumen.
• Excellent presentation, communication & interpersonal skills.
• Own vehicle with a valid driver's license.
• Flexibility to travel to the regions when required.

Package & Remuneration

• Medical Aid
• Provident Fund
• Incentive