Job Purpose:
- Support development, and ensure implementation of customers
- Plans that are aligned with overall business strategies and achievement of profitable sales objectives
Responsible to:
National Key Account Manager
Responsible for:
Territory Account Manager (If Any)
Must be able to influence, inspire and drive performance without having direct management responsibility for distributor staff Key Account Manager
Context/Scope:
A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.
Key Accountabilities:
- Ensure achievement of agreed Customer targets/KPIs
- Manage the business partnership with Key Account
- Customers including development and implementation of Joint Business Plan
- Define and execute plans for the key accounts Customers in line with business requirements
- Lead the implementation and excellent execution of all channel/category activities for Customer channels
- Provide inputs into the Commercial Planning process.
Measurement/Performance Indicators
- Availability and quarterly reviews of annual Joint Business Plan with Key Account
- Timeliness and quality of implementation of the Joint Business Plan
- Target vs. Actual performance (volume/value, KPIs etc.)
Internal & External Relationships:
- National Key Account Manager
- Line Managers (Marketing/Sales/Channel/Supply Chain/Finance)
- Key Accounts Customers
- PZ Marketing & Sales network
Knowledge, Skills & Experience Needed:
Qualifications:
- First Degree in any discipline
- Computer literacy (MS Word, Excel, PowerPoint)
Experiences: (What experience brings success to this role)
- Minimum of 3 years in marketing or sales
- Understands Customer and Field Sales Management practice
- Has demonstrated success in the previous role
Knowledge: (What does the person need to know)
- Good knowledge of business objectives and priorities.
- Good knowledge of Joint Business Planning process
- Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
- Knowledge of Distributor Management
- PZ Cussons Leadership competencies
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