Sales Account Management Lead Job Opening in Kenya October 2014
Vacancy: Lead, Sales Account Management
Reports to: Country Manager – Cluster Member
Reports: Sr. Associate, Sales Account Management
Main Responsibilities
- Achieve NS and profit targets per budget for Modern Trade.
- Control and Manage trade spending for Modern trade.
- Elaborate, negotiate and execute JBP by customer.
- Build up Negotiate terms, promotions, and discounts.
- New product listing and achieve their sales target.
- Implement price strategy defined by SCJ.
- Generate reports required by organization: sales, stock level, sell through, etc.
- Support execution of CTL initiatives driven by Sales Operations and marketing.
- Implement promotional activities and programs in the Modern Trade.
- Prepare and Present quarterly reviews to Senior Management with Key Accounts
- Manage reduction of Pricing Claims, Full Case Returns and Damages
- Identify and Action Distribution Opportunities
- Develop solid business relationships with all customers and support personnel
- Interact and provide feedback to Merchandising company. Attend regular review meetings.
- Attend monthly Demand Meetings in order to ensure accurate volumes (by account), are incorporated into the S&OP/Demand Forecasting process
- Promotional grid negotiation, implementation and monthly co-ordination at Key Account Level.
- Negotiate cost effective promotions with respective Accounts by analysing and allocating promotional spend within the MIT budget
- Monitor and Track implementation of promotional activity. Follow up noncompliance (where relevant) with Key Accounts
- Pursue continuous improvement of numeric distribution.
- Provide feedback for yearly price increase.
Line Management
- Effective management of KA personnel in the achievement of set Business Objectives as outlined in the Business Account Plans
- Guidance and coaching of department personnel in order to achieve set objectives and identify and resolves any issues that may arise (with the assistance of the Sales Director, if necessary)
- Ensure normal day to day key account activities are actioned on deadline by KA associate for selected accounts: Price Increases, Cycle Deals, Coop Evaluations, Pas, Promotional Activity, Reviews etc.)
- Regular feedback/update sessions with Department members.
- Identify any skills/knowledge training that may be required in order to deliver on objectives
Required Experience and Qualifications
- Prefer Post Graduate qualifications in a related field
- At least 5-7 years in Key Account Management FMCG and a Field Sales/Sales Management role
- Knowledge of the categories, pertinent key customers, and key competitive set
Qualified candidates to send their applications to