Key Accounts Executive at Pernod Ricard

Partners with key account customers to develop the Pernod Ricard brands and optimise profitability. Implements the business plans and promotional activities.

Coordinates account management activities in territory to provide a good customer experience.

JOB SCOPE AND CONTEXT:

Field based with 10% time spent in HQ, local/international travels

Target driven, pressured environment

RESPONSIBILITES

1. Sales and growth in market share are increased through targeted sales activities.

A. Support a strategic business plan for the allocated key accounts

• Execute plans completed in consultation with Sales Director and customers
• Executions are customer focused, include channel strategies and take into account the objectives of PRN
• Market share sales and sales targets pursued with rigour
• Sales/promotion plan executed in line with budget and taking resources into account.

 B. Implement the business plan

• Plans are reviewed and adjusted depending on the market environment
• Weekly reviews completed with customers and reports submitted to NKAM
• Customised activity plans for each customer followed
• PRN brands and POS material presented to a high standard
• Calls and sales volumes recorded
• Documentation required for the opening of new accounts collated
• Objectives for each key account customer achieved
• Win-win customer deals negotiated
• Pricing is managed at a responsible level and ensures that retailers make a healthy margin on PRN brands
• Plans implemented within agreed budget parameters
• Customer queries and problems resolved OTIF

C. Maximise sales through promotions and category management

• Promotions managed within budget and in line with brand strategies
• Store layout, category development and shopper behaviour used to maximise return on investment
• PRN  range is listed correctly and in line with the customer key account profile

D. Coordinate the key account activities

• Cycle Activities planned and managed
• Activities tracked and priorities set
• Deadlines met

Stakeholder Relations

1. Productive relationships with internal and external stakeholders maintained

A. Develop a collaborative relationship with Sales Operations Manager

• Trade spend utilised appropriately
• Promotions and deals communicated effectively

 B. Develop a collaborative relationship with Trade Marketing Manager and Marketing

• Right quantities of POS advised
• Promotions cycles respected
• Trade marketing plans delivered according to agreed deadlines and in line with brand strategies 

C. Liaise with the Area Sales Managers

• Area Sales Managers aware of key account business plans as well as the monthly/ quarterly promotional cycles 

 D. Build relationships with customers (Head Office and stores)

• Increased sales volumes negotiated
• Customer queries and problems resolved effectively

Finance

1. Budget managed effectively

A. Advise NKAM annual capital and operational expenses

• Accurate forecasts made
• Budget compiled and approved in line with policy guidelines

B. Manage costs against approved budget

• Potential areas of saving and optimisation highlighted
• Expenditure aligns with budget

Employee Management & Motivation

1. Talented staff recruited, developed, managed and motivated

A. Recruit talented Promoters and Merchandisers

• Vacancies filled in line with policies,
• Suitably qualified equity candidates given preference

 B. Develop employees

• Suitable development opportunities and training identified
• Development plans implemented
• Promoters & Merchandisers are coached
• Knowledge and training is applied
• Promotions recommended where appropriate & Applicable

C. Manage performance

• PR vision and values shared
• Expectations and objectives clearly communicated
• Performance monitored through review meetings held at least monthly.
• Feedback on performance provided
• Promoters & merchandisers salaries paid on time & in full