Key Account Manager job description

The purpose of this position is to develop in-depth “business to business” sales relationships and secure sales with ’s key dealer accounts within the FMCG and Consumer products area therefore ensuring the sales revenue and margin targets are achieved in line with the overall Consumer Sales & Marketing business plan.

Sales Revenue
1. In conjunction with the Divisional Manager – ensure appropriate sales revenue targets are identified and implemented at the start of each financial year to ensure ongoing business objectives are achieved.
2. Negotiate packages and deals for key accounts, in line with ’s pricing as advised by Product Manager to a minimum level as agreed as annual sales targets, measured on a monthly basis.
3. Agree to an appropriate call cycle with the Product Manager, for key customers.
4. Analyse sales figures on a weekly basis to ensure: any emerging market trends are identified early; progress against annual sales targets is closely monitored with corrective action being planned and implemented if necessary; potential key accounts are identified early; and sales opportunities are maximised. Liaise with the Product Manager – on any trends that become apparent.

Margin

1. Ensure margin targets are maintained at appropriate levels.
2. Gain approval from the Product Manager for any sales that may impact on margin levels.

Administration
1. Ensure credits and rebates are managed in line with company policy.
2. Ensure expenditure is managed in line with established operational and capital expenditure budgets agreed annually.
3. Ensure all expense forms are completed every Friday.

 KPI Objectives
Key Account Management

1. Work closely with the Product Manager – and key accounts to develop an annual plan for promotions and advertising campaigns over the fiscal year, ensuring that the client understands the best means of merchandising product to exploit each promotion to the full. Ensure that key account clients have access to appropriate stock levels to meet additional demand generated by promotions.
2. Work with Product Manager - to ensure that key account clients are fully aware of planned promotions and to gain their support for such promotions.
3. Effectively manage key account enquiries and issues in a way that enhances the customer relationship and promotes as being responsive and customer focused.
4. On a regular basis, provide market feedback to the Product Manager – on customer activity and issues so they may be addressed and resolved in a timely manner.
5. Manage product or issues for each customer arranging credits, replacement stock etc as required, with decisions being made within the approved level of delegated authority

Core Competencies
• Commitment to Our Customers
• Continuous Improvement
• Taking Initiative & Getting Results
• Planning & Organising
• Flexibility & Adaptability
• Teamwork
• Business Orientation
• Effective Communication
• Relationship Building
• Decision Making

Job Specific Competencies
• Relationship management
• Broad sales management knowledge
• Display Systems product knowledge
• Business planning and analysis skills
• Strong commercial acumen and judgment
• Facilitation and coaching skills
• Presentation skills
• Results focus
• Negotiation skills
• Decision making and judgment
• Customer service focus
• Communication skills
• Initiative and proactive approach to work

Desired Experience & Qualifications

• Previous sales experience at a key account level, preferably within an FMCG organisation;
• Proven track record in developing and enhancing customer relationships;
• Business qualification.

Key Account Manager job description