Key Account Manager at Kloverharris Limited

Department/Unit/Section: Sales

Job Summary

• The Key Account Manager is to focus on determining and managing key accounts in order to accomplish and advance sales budgets and maximize opportunities to make sales.
• He/she is also responsible for achieving certain sales target from direct sales routes through the process of growing and developing existing clients and identifying new clients.
• It is also expected of the Key Account Manager to actualize crucial and overall expenses the company incurs to foster its brands and products.
• The manager is expected to develop unique ways to grow the organization and manage any trade activities to generate sales/sales leads. This will also involve searching for customers.

Essential Responsibilities

• Ensure monthly sales targets, new account targets and key product targets are achieved.
• Manages assigned Key Accounts to maximize sales revenues and meet corporate objectives.
• Co-ordination of van deliveries, Merchandisers and Key Account Reps within the area.
• Implement sales and marketing strategies to drive sales growth in the assigned area.
• Prepare Annual Sales Plan for each key account
• Ensures Credit policy is adhered to and customers do not exceed limits.
• Manages team to ensure credit policy adhered to.
• Generate sales orders to ensure that monthly sales targets are met.
• Undertake on the job training of subordinates.
• Collaborates with the Management in establishing and recommending the most realistic sales goals for the Accounts and the company.
• Develop and manage an efficient distribution network to improve sales performance.
• Manage and coordinate the activities of the sales team for sales growth and revenue enhancement.
• Conduct market research to understand competitors and market trends.
• Provides weekly and monthly reports on current sales, market environment, competitive intelligence, account issues and actions to correct.
• Maintains knowledge and awareness of competing products/services, discount and pricing structures, and overall strengths and weaknesses in order to determine how best to service and motivate key accounts to stay with the business.
• Provide innovative ideas and suggestions to improve the market presence.
• Maintain relationships with existing customers for repeat business.
• Build sales culture and sale centric atmosphere among the team members.
• Provide timely feedback to the sales personnel regarding their sales performance.

Qualifications & Competencies

• Minimum of bachelor's degree (preferably with an MBA) level ideally in a Business related subject from a recognized University.
• Minimum 5 years’ experience in sales preferably within an FMCG environment
• Additional functional experience, preferably in marketing, trade marketing and/or finance is an advantage
• Experienced in managing and leading sales teams

Skills & Competencies:

• Demonstrated ability to achieve sales plans.
• Proven business analysis and judgment with the ability to proactively manage business and P&L to meet objectives.
• Demonstrated ability to professionally develop and coach team members.
• Ability to work with minimum supervision while building a team to support the new business objectives.
• Exceptional negotiation skills.
• Ability to build positive working relationships, both internally and externally.
• Demonstrated strong oral and written communication skills.
• Business related computer skills including Microsoft Office Suite.