Duties & Responsibilities
Sales Plan/ Strategy
- Develop and implement strategy in line with company objectives
- Planning and ability to execute to achieve business plans (PPP)
- PIQ Planning TRS
- Planning – marketing, advertise in store
- Work closely with Product Marketing to provide advice to projects that support partner-driven marketing events
- Gather and analyse competitor intelligence. Models, pricing, promotions, product placement strategies, NPI, etc
- Identify risk models and champion action plan process and monitor progress and/or success rate of action plan.
- Full management of the offline and online business of the customer.
Creative Business Development
- Develop a unique way to grow the business with your customers – Hi Sku/ Hi MP
- Provide solutions to management when faced with challenges
- Liaise with corporate contacts, build and develop relationships
- Assist with the preparation of contractual agreements and ensure that these are fully adhered to
- Grow business and create new opportunities in HI MP PG’s
- Keep up to date with recent market and industry trends, competitors, and leading customer strategies
Accurate Forecasting: GDMI Mastering
- Ensure enough stock of right staff to avoid LTI
- Monitor and ensure forecasting is in line with sales planning
- Continuously improve forecasting techniques, methods and approach to ensure they are aligned to company objectives
- Calculate weekly sell out forecast to account & model level based on data analysis, company MS/MP requirements and cooperative planning between KAM, Account Planner and Account Buyer
- Calculate and continuously adjust weekly sell in requirements to meet required Sell Out Forecast and WOS levels
- M+3 CPFR
- Work closely with APM/DP and inbound departments on stock availability and requirements.
- Work closely with outbound departments, in order to give feedback to Account Planner & KAM for Sell In delivery schedule/dates.
- Give regular feedback to Account Planner and KAM on stock availability (qty/ETA) and possible stock outs or delays.
- Monitor & analyse weekly SOH to account & model level.
- Monitor & analyse weekly sell out results to account & model level.
- Be informed of customer & promotional calendar to be used in sell out forecast process.
Budget Controls
- Ensure delivery of return on investment and building of brand sustainability
- Ensure account meets its income targets as per set budget
- Effectively solve problems and manage risk to ensure achievement of targets
- Negotiate pricing that would drive sales with Product Managers
- Keep abreast of market developments and competitors’ product pricing and activities and make recommendations
Strong Customer Relationships
- Manage the relationship between your company and the customer
- Handle accounts and build relationships
- Visit customers to maintain strong relationships
- Treat your customers as partners and challenge them to grow their business with your brands
Reports
- Provide sales reports and analysis as required
- Prepare presentations, proposals, plans, contact reports as necessary
- Analyze and report on results and effectiveness on promotions
- SPM
- MBR M+3
Desired Experience & Qualification
Required Experience
- 5 – 7 years related experience in key accounts
- Previous experience in dealing with Mass Retail in South Africa
- Good knowledge of administration, sales and general warehouse procedures
- Ability to work in a fast-paced environment
- Proven track record in customer relations
- MS Office at an advanced level
- Ability to use database for recording and reporting
- Channel partner relationship knowledge
- Finance Management
- A strong work ethic
- Communicate effectively, both orally and in writing
- Able to challenge themselves and meet all deadlines and targets for the department
- Persistence and creativity
- Communication (verbal & written) and interpersonal skills
- Negotiation and administrative skills
- Ability to function under pressure
- Ability to draw up the channel strategy
Educational Requirements
- B Com or related Diploma
- Accounting skills will be an advantage
- Will be required to travel to customers
- Office 20% External 80% of the working week
- Minimum of three nights away from home per month
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