Job Brief

The Key Accounts Manager is responsible for identifying and recruiting new partners for long-term success, as well as managing existing key accounts to drive sales growth. This role requires strategic relationship building, market development, and negotiating long-term agreements with key clients in the bread manufacturing industry.

Key Duties and Responsibilities

Key Account Relationship Management

• Prospect, identify, and develop a complete understanding of key account needs.
• Manage a portfolio of key accounts across various business sectors.
• Serve as the primary contact between key clients and internal teams.
• Execute prospecting activities, including setting appointments and calls to grow sales opportunities.
• Address customer needs to ensure satisfaction.
• Drive new sales through long-lasting relationships with key clients.

Demand Creation

• Develop, implement, and maintain sales strategies and plans.
• Build and manage a high-quality sales pipeline, reporting and tracking progress.
• Oversee new client outreach, identify decision-makers, and develop presentations and quotes for new accounts.

Market Development and Sales Growth

• Initiate sales activities and strategies to boost brand visibility among key accounts.
• Analyze bread market trends and uncover new sales growth opportunities in different sectors.
• Achieve a 2% annual market growth by recruiting key accounts and managing stock movement.

Negotiate and Close Contracts

• Negotiate terms, contracts, and pricing with key clients to ensure mutually beneficial agreements.
• Oversee contract renewals and ensure favorable terms for both the company and clients.
• Support agent training and merchandising activities, ensuring market growth.
• Provide competitive pricing and approval for client applications, maximizing profit margins.

Back-office Support

• Prepare quotations, negotiation documents, and manage customer deployment activities.
• Serve as the liaison between customers and relevant company departments for seamless operations.

Quality Control

• Implement quality assurance procedures to meet product standards.
• Conduct regular inspections, address quality concerns, and manage customer complaints.
• Work closely with the production department to resolve any quality issues.

Team Management, Training, and Development

• Supervise and motivate the sales team, including merchandisers, to meet sales targets.
• Train new hires and provide continuous development opportunities for the team.
• Conduct regular performance reviews and key account sales meetings to ensure progress.

Key Account Sales Reporting and Documentation

• Maintain up-to-date client records and provide periodic updates.
• Manage account contract information and initiate timely renewals and updates.

Accountabilities

The Key Accounts Manager is responsible for:

• Driving key account sales growth (percentage and volume).
• Managing credit and client relationships.
• Effective cost management.
• Protecting company assets at strategic key accounts.

Requirements

Education and Qualifications

• Degree in Business Administration, Sales & Marketing, or related field.
• Proven experience as a Key Account Manager or in sales/marketing roles.
• Strong understanding of key account management, customer needs, and business drivers.
• At least 7 years of experience in sales management, preferably within FMCG.
• Experience in bread/confectionery sales is an added advantage.
• Proven track record in developing customer loyalty programs, negotiating contracts, and identifying growth opportunities.