Our Client in the Manufacturing Industry seeks to recruit a Key Accounts Executive.
Reporting to: Trade Sales Manager
Department: Sales & Marketing
Overall Job Purpose
Implement the sales strategy within the assigned accounts and grow the market through new accounts acquisition in line with the overall business strategy in order to achieve the company sales target, growth and profitability.
Key Deliverables for this Position
Achieve Account Sales targets & customer base growth
Achieve cash and stockholding management targets
Achieve Customer service delivery targets
Achieve Route Adherence and Cost targets
ROLE DESCRIPTION
KEY DELIVERABLES
Ensure Secondary sales targets are met by leading Trade Developers and merchandiser within the specified accounts/channels during market activities.
100% sales targets achieved
Managing the merchandisers’ route coverage, monitoring their order generation and in-store activities as per their roles and set targets.
100% outlets coverage within the territory
Planning and executing structured customer visits to ensure pitching for the new businesses as per the projected pipeline Sales.
Ensure strict follow up of the 8 steps of a call.
Execute the callage plans as per the pre-planned Journey plans (JPS) submitted on the visit basis application to ensure full coverage of the specified accounts.
100% adherence to JP aligned with the Visit basis.
Customer Relationship Management by managing and developing alliances with the existing customer base and recruiting new ones within the assigned markets to enhance the achievement of sales and profitability objectives.
Customer Satisfaction surveys score – 97%
All customers issues must be attended to within 24hrs
Monitoring and reporting of market trends and conditions, competitor activities, products, prices and developments. Prepare and provide relevant reports and information based on the two to guide management decision making.
Monthly price mapping on competitor pricing and activities
QC Change Plan
Quality and accuracy of market information
Prepare and submit accurate and timely weekly / monthly / quarterly sales reports to the manager to facilitate a comprehensive sales performance review and proper planning for the various segments.
Timely monthly reports on trade sales and marketing activities vs set sales targets.
Implement a collection plan geared towards ensuring collection targets are achieved and cash flow levels are maximized. Ensure the territory AR is at ero (100% collection)
100% compliance on trading terms by timely payment collections.
Debtors days target
Free cash flow
Conduct periodic product training for both existing and potential customers to enhance both our brand awareness and product knowledge.
Conduct at least 2 of trainings outlets per month.
Ensure proper merchandising standards are achieved as per the designed planograms across the segmented outlets as per the set classification.
The standards must be met as per the set planograms
Ensure products are available in all assigned supermarkets branches and every channel branches meet the set sales targets.
Timely order generation
Maintenance of adequate stock across all product ranges and SKUs
Ensure product visibility in all customer key decision making corridors and proper placement of POS in the strategic hotspots across all the outlets.
100% occupancy of the key decision corridors in each outlet
ACADEMIC & PROFESSIONAL QUALIFICATION
Advanced Diploma in sales and marketing or a professional certification in sales and marketing
Membership in a professional body
RELEVANT KNOWLEDGE & EXPERIENCE
A minimum of 2 years experience in a similar role.
Experience in a manufacturing/FMCG Merchandising
Experience in Tier 1 and Tier 2 Supermarkets merchandising
Knowledge of changing market forces and wholesale/retail selling technology.
Commercial awareness.
FUNCTIONAL/ TECHNICAL SKILLS
Ability to work independently with limited supervision, under pressure and meet deadlines.
Ability to work in a fast moving competitive environment
Excellent communication and negotiation skills
High levels of professionalism with internal and external customers.
Excellent Customer Service, Customer Relationship and interpersonal Skills
Effective planning and organization skills with the ability to design and execute action plans.
PERSONAL ATTRIBUTES
Ability to cope with pressure
Personal ownership and accountability
Energized, positive, passionate and confident.
Highest levels of personal integrity and commitment to results and achievement.
Flexible – Must be willing to work a flexible schedule based on business needs which include evenings, weekends and holidays.
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