Sales Account Manager Vacancies

Sales & Marketing Jobs Kenya
Key Account Manager
Job Code: KAM/CC/130423
Number of positions Open: 1
Reports To: Country Commercial Manager
Location: Nairobi, Kenya  
Closing Date: Open Until Filled
Summary:
Our client is a leading beverage company, manufacturer, distributor, and marketer of non-alcoholic beverage concentrates and syrups.
  
Job Objective:
•    To deal with Key accounts Immediate & Future consumption( IC & FC )  channels
•    Develop the strategic Plan for Key Account Business across the country for increasing market share, NSR and ensuring a profitable volume growth by delivering account specific business solution.
•    To ensure that region   strategies / infrastructure / processes / and capability is in place for the region to function appropriately.       
•    The link between Senior Management and Junior Management: Responsible for the alignment and co-ordination of the Sales Department with other departments (Finance / HR / Supply chain etc.)      

Primary Responsibilties:
Strategic Management:
•    Entrench Compliance to RED standards
•    Formulate Key accounts   strategy as per Company guidelines( OGSM)
•    Translate the sales Budget into Tangible actions to achieve profitability ,volume and growth
Key Accounts Channel Development & Category management:
•    Profitability Volume Growth for the Key Account vs. PY and targets set
•    Managed SKU's through RGM/pack mix management
•    Optimized Execution of KA Merchandising standards.
•    A picture of success 100% compliance with RED  merchandizing standards
•    Conducted Customer Business Reviews
•    Account Development & Customer Business Development
 Financial Management and COEs:
•    Formulate Budgets and monitor the expenses
Building capability:
•    Managed Performance  Coaching
•    Managed sales Objectives and Performance Standards agreed.
•    Maintained Discipline
Quality Management:
•    Compliance to TCCQS standards
Communication:
•    Compiled Reports

KPI's / Quality Requirements:
•    Availability , Cooler management & activation
•    Key accounts  business plan completed in agreed timeframes & format  and 100% achieved month on month
•    Annually develop the Country Key account Strategy and Marketing plan based on analysis of the market treads  and competitive situation
•    Ensure Key Account Marketing plans and initiatives deliver the targeted Volumes and Profitable performance
•    Commit and sign off with Country Commercial manager, the Key account Monthly Volume on the first Monday of the month
•    100%  achievement of set volume targets by Channel  and by Key account  Manager & monitor daily progress
•    Ensured Brand ,package and availability targets are met for Key account
•    PICTURE OF SUCCESS/Profitable Channel Management & Developing a channel picture of success in conjunction with KO."
•    Hold a monthly  review meeting with entire Team to review Key Account  performance against plan
•    Attend weekly SOP meeting, alignment with KO
•    MDWT level 3 meeting is held weekly with the client’s manager  to review the Country's Sales
•    MDWT level 2 meeting with KAM’s is held weekly to review aspects of the Region"
•    Formal Market Visits / Developed Schedules to enhance Good Business Relationship Building (CSI Rating)
•    Formal Business Reviews/Developed Schedules / Professional Sales Trend Analysis at Customer Level
•    Monthly review of customers business objectives
•    Ensured tracking of all expenses against Budgets and RE
•    Two coaching sessions per month with direct reports & all competency gaps identified per person and addressed
•    Bi yearly performance review conducted by end of June and end of November
•    KAM's development plan is captured in the People Plan document and forwarded to HR for filing, within 10 days of performance review
•    Quarterly review of team's development progress against skills acquired through respective training interventions"
•    All breaches of IR policies and procedures are acted on within 24 hours
•    All grievance & discipline matters are attended to as per ER policies and procedures"
•    Ensure all SOP are maintained and up to date
•    Responsible for occupation environment and Health and safety in your team
•    100% compliance to internal and external audits
•    Ensure that all policies & procedures are implemented effectively
•    KAM's & KA Executive  Monthly itinerary are signed off and submitted to the client
•    MDC's  100% accurate order schedule is signed off monthly
•    Attend the monthly BRM meeting

Experience
•    5 years’  Sales Management experience in FMCG business   
•    Clean driving license   

Skills and certification
•    First degree from a recognized university (Business studies)   and MBA        
•    First degree from a recognized university (Business studies)  and a member of Professional sales & marketing body           
•    Commercial & Business acumen:  Understanding of the Revenue growth management & Profitability / all other business costs. Strong in Strategic Thinking, Leadership, Communications, Problem Solving & Decision making, Initiative & Follow through, Customer business Analysis. (WFM)       
•    Product Knowledge: How to pack the product / how many units in a case / product category / product price / product shelf-life, target Market of product / benefits of the product       
•    Performance Coaching Skills: Must be able to impart capability onto the Key Account managers
•    Revenue Growth Management: A thorough understanding of this concept with the ability to develop process for implementation in-trade      
•    Disciplinary Process: Must be able to manage performance through this process as per the Company / Disciplinary policy        
•    Administrative Procedures: Applicable knowledge of Company Policy and Procedures      
•    Computer Skills: Excel / PowerPoint / Word (in order to do Presentations / Customer Letters / Analyzing Sales Figures)      
•    Talent management: The ability to see potential and employ the correct candidate (Targeted Selection Training)      
•    Professional Skills: strong in Customer Business Management, Program Execution Management, Direct Sales, Route Settlement, Merchandising , Cold Drink,  Pricing & Packaging Strategy.      
•    Brand & Image Management: Understand consumer behavior / retailer needs (link the two together)
•    Leadership Skills: Essential to encourage Teamwork / Individual Development / Corrective Action / Coaching / Rewarding      
•    Disciplined: Must be able to adhere to routines in order to enforce consistency. Consistently implement Best-Practice      
•    Innovative and Creative: The ability to take theoretical concepts (E.g. RGM) and apply it downwards into a practical/understandable user-friendly tool and implement it through effective coaching  
•    Independence: Working independently most of the time / this requires the individual to be a self-starter
•    Business Acumen: must be able to have the capability to provide business advice to Key accounts
•    Handling Conflict: Dealing with conflicting customers / internal conflict situations with staff/ often acting as a mediator
•    Analytical (Intermediate): Must understand basic business concepts; (E.g. Margins / discounts / Pack mix Trends / Volume Variance Analysis) are able to conduct and demonstrate Business. Reviews and analyze sales volume trends by Customer/Sales Representative (implement all the systems)
•    Local General Knowledge: Must be familiar with the local culture / geography / socio-economic activities etc.
•    Problem Solving Skills: Able to think on one's feet and remain flexible to solve customer complaints independently. Must understand the boundaries and not over promise what cannot deliver.
•    Cultural Influence:  Knowledge of the target customers (background/ traditions)      

Development Within role:      
•    Continue with education  
•    Share Best Practices by spending time in other Regions working with colleagues  
•    Focus on Developing the Capability Development process and making a success of it  
Optional:      
•    Management of Key Account Projects  
•    Present at CMT / KO alignment  meetings  
•    When the client’s  Manager is  on Leave- must fill in the role  

How to Apply
Interested candidates holding the necessary requirements, good performance and / or references are encouraged to apply with detailed CV’s, inclusive of names and contacts of 3 referees, current telephone number and email address by scrolling down and clicking on:  Key Account Manager