Main Purpose

The Key Accounts Manager manages assigned Chain of supermarkets that are a crucial channel for BIC. Ensuring that consistent, profitable growth in sales revenue is achieved. Management and control of sales resources to achieve maximum sales and profitability. Develops and implements sales strategies and action plans to meet corporate, sales, and marketing objectives. Manages, motivates and develops Merchandising team to produce the desired sales results and objectives.

MAIN RESPONSIBILITIES / TASKS

Management Business

• Achievement of monthly sales volume and value targets across all three categories (Stationery, Lighters, Shavers and Shaving preps)
• Ensure effective implementation of negotiated Key Account promotions and marketing strategies, especially on availability and visibility and execution of the PICOS and merchandising guidelines.
• To effectively manage third party Sales and Merchandising Agents, ensuring that sales targets’ key Trade Promotions and In Store forward share objectives are achieved.
• To ensure cost effective sales call coverage is implemented, providing the required level of service to increase sales to customers and area profitability.
• To effectively manage the Sales Agents, ensuring that the agreed sales targets, promotional activity and marketing objectives are implemented at store level
• Effective implementation of all negotiated promotions during Mini-Major Back to School and Shaver/Lighter promotional periods
• Compiling and submission of required sales and market intelligence reports (Trade surveys, Sales contact Reports, In store audits, Daily/Weekly reports, Competitor activity Reports, Promotional Analysis Reports, New Products and Forward Share
• Maintain and build solid trade relations with key customers, ensuring that emerging problems are amicably addressed.
• Identify opportunities to list new products. Understanding of customer needs and product trends, tracking competitor activity and new product innovation
• Develops job knowledge by participating in educational opportunities; reading professional publications; maintaining personal/professional networks

Previous/Professional Experience/ Additional Skills & Details

• Developed professional selling relationships with National Key Accounts Chains
• Good organization and communication and leadership skills
• Negotiation and Conflict resolution skills
• Ability to identify new business opportunities and customers
• Presentation Skills
• Target driven and meet objectives
• Energy and passion for achievement of own commitments and delivering company objectives
• Be able to influence and persuade others to take a specific course of action
• Develop and use collaborative relationships to facilitate the accomplishment of company objectives and goals. Obtain and offer collaboration without relying on authority
• Respect others and manage diversity regarding different cultures, personal styles, markets.
• Produces tangible results that are expected for the job
• Time management – consistently able to effectively finish assignments; well organized
• Mentoring and coaching skills
• Team player and be able to lead from the front
• Ability to build solid working relationships with Key Contacts with a view to resolving emerging issues and driving the Company`s agenda.

QUALIFICATIONS

Candidate profile: qualifications / technical skills

• A Degree and or Diploma in Sales and Marketing or a related field from a recognized institution of higher learning
• At least 5 years sales experience in a Key Accounts Management.
• Good working knowledge of Microsoft Office Suite.