Key Account Executive at Michael Stevens Consulting

Reports to: Key Account Manager

Job Purpose

• To ensure continued profitability and volume growth of the products as a result of an effective, well-coordinated Brand Management activities.

Detailed Accountabilities
Sales Planning:

• Provide leadership to the Area as a frontline Manager
• Take full responsibility for Sales, Stock Control and achieving distribution targets within assigned budgets (ROI)
• Prepare a sales plan and targets (daily, weekly and monthly) by route and by brand Distribution:
  • Sell in Product:
    • Coverage of defined key account universe
    • Frequency of coverage
    • Mode of coverage
    • Daily coverage targets and daily sales effectiveness targets
    • Product delivery: Prompt or Delayed (based on sales)
    • Delivery metrics
• Responsible for managing the stock level by brand, by outlet according to the minimum and maximum agreed levels, at all times, in order to minimize OOS
• Coordinate stock dispatches as per requirements in the assigned outlet
• Prepare the monthly brand wise targets by customer with KAM and monitor performance vs plan.
• Maintain an updated list of customers details

Price Monitoring:

• Ensure that price list issued by the Company is strictly followed in the market for all products.
• Competitive brand tracking with respect to Key Account prices on a monthly basis
• Price communication - clearly and boldly done

Receivables:

• Ensure credit customers pay up their debts with nil case of over aged debt.
• Work with the credit controller to ensure credit limit are in line with customer performance.

MIS & Reporting on Performance:

• Target vs. Achievement
• Monthly Competitive activity reporting with respect to gondolas, sampling & new launches.
• Regular interaction with outlet managers to confirm any process gaps and to take necessary action to plug the gaps.
• Continuous engagement with KAM on Sales, Marketing activities in the Area and provide feedback to the Business head.
• Responsible for verifying the accuracy of the MIS report.
• Critical Success Factors
• Achievement of volume, value and share targets
• Ensuring effective distribution of product – availability, visibility and market price management.
• Regular (weekly and monthly) performance feedback. Follow up on actions with the KAM and Activation coordinator ensuring corrective action is taken.

Key Interfaces

• Team members within PBL/GOL Activation Coordinator, Channel heads - Key Accounts & Horeca.
• Head Process and Systems
• Credit Controller & Accounts Team
• Sales Analyst , store keepers and logistics
• Internal Auditors

Position Specifications

• The candidate is a graduate with Marketing or Business Degree.
• He/she has to be able to demonstrate proven experience within a fast paced and consumer focused environment.
• He will also display strong commercial acumen and a genuine desire and passion for results.

Technical:

• Strong understanding of customer and market intricacies and requirements
• Able to establish and maintain good customer service with internal and external customers
• Able to learn sales processes and systems.
• Analytical and quantitative skill set
• Strong presentation skills
• Outstanding Written and Verbal Communication Skills
• Able to use initiative

Managerial:

• Able to lead by example
• Able to set clear direction and communicate change
• Able to resolve conflicts and effectively solve problems
• Able to effectively coordinate cross functionally and with external parties in the area
• Able to implement & execute sales strategies and programs (and/or new Company policies)

Behavioral:

• Well-developed interpersonal skills and professional demeanor
• Efficient team building skills
• Ability to interact with any level within the organization
• Ability to self-motivate and multi-task and work independently or within a team

NOTE: Applicants should send their CV to: jobs@michaelstevens-consulting.com