Key Account Manager

Job Overview

• Supports brands on the definition of their go to market strategy and commercial plan.
• Develops and delivers the key account commercial plan with consent of GM and brand managers, leading negotiations with retailers on stock and sales.
• Drives and develops ELCs position/share/ranking with the retailer, in close partnership with Brand Managers
• Owns the key account KPIs.

Manages Key Accounts

• Builds and develops long-lasting relationships with Retailer/ Pharmacies and their buyers, creating winning partnership.
• Drives and develops ELCs position/share/ranking with the retailer, leveraging scale across brands where it makes sense.
• Builds the retailer plan across ELC brands in close cooperation with the brands and execute different brand strategies with the retailer.
• Explores new business opportunities together with the retailer and in discussion with the brand managers.
• Collaborates with corporate team and brand teams to ensure alignment.
• Evaluates the competitive landscape and evolution of retailer through regular site visits and external reports, where applicable.

Delivers The Commercial Plan

• Supports brands on the definition of their go to market strategy and commercial plan, including assisting with defining sales objectives and forecasts per Retailer/ Pharmacy
• Based on the commercial plan, drives negotiations with retailers, in close partnership with brand managers, including negotiations of CRM data in partnership with CRM lead
• Manages execution and governance of KAM contracts within the mandate provided.
• Owns the key account KPIs, gross sales, returns and accurate estimates.
• Assist NOMs with Bonification targets with retailers monthly.
• Achieves monthly sell-through and sell-in targets in cooperation with Brands.
• Works with internal stakeholders (Brand team, Demand Planning and Supply Chain) to secure correct forecast and delivery.
• Evaluates retailer campaigns and provides feedback to brands.
• Works with eKAM to ensure 360 account management.

Qualifications

Qualifications/Knowledge/Skills

• 8-10 years work experience in marketing/sales and/or retail business development.
• Business Administration, Commercial Management or equivalent degree.
• Strong negotiation skills to ensure we continue to win corporately.
• Strong analytical skills to ensure opportunities are identified.
• Good understanding of Competitive Landscape, Retail and Market
• Understanding of the countrys economic, political, social, cultural, and business landscape and issues.
• Good industry knowledge and network of relationships in the industry - with customers, retailers, suppliers, and other business partners.
• Broad and deep knowledge of the Brand and target consumers.
• Previous experience in similar position, point of sales and/or commercial area.
• Executes ideas to keep the right image and reputation of the Brands.
• Deep experience in sales and distribution.
• Ability to analysis and control of budget, conceptualize goals and capable of planning and executing the sales plans.
• Think Strategically and ability to manage multiple projects and priorities.
• Excellent attention to detail and highly organized.
• Excellent organizational skills.
• Excellent communication skills internally and externally.
• Excellent negotiation skills and business acumen.
• Working knowledge of computer systems including Microsoft Office 2007/2010 application (Word, Excel, Outlook, PowerPoint); SAP

Key Personal Characteristics

• Capable of multi-level communicating, and strong in persuasion and negotiation.
• Excellent interpersonal skills and strong influence capability.
• High attention to detail & organisational skills.
• Able to effectively manage complex projects, delivering on time and on budget.
• Smoothly handles multiple brands/priorities, able to move with agility when required.
• Strategic, creative and innovative; seeks out fresh ideas from a variety of sources. Not afraid to challenge the status quo.
• Decisive, able to make sounds decisions despite uncertainty and pressure.
• Displays strong learning agility; understands what to keep, and what to change.
• Enthusiastic, proactive, and positive approach to work and tasks. Takes initiative to lead self in execution of job responsibilities.
• Strong stakeholder management & interpersonal skills.
• Confidentiality, tact and discretion when dealing with people.
• Good business acumen.
• Store visits essential

Job: Sales

Primary Location: Europe, Middle East, Africa-ZA-GP-Johannesburg

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Job Number: 241595