Key Account Manager at PZ Cussons

Job ID: JR002700

Job Purpose

• Support the development and ensure the implementation for customers
• Plans that are aligned with the overall business strategies and
• achievement of profitable sales objectives.

Department Strategic Objectives:

• Lead in the delivery of Joint Business plans with the customer towards the achievement of the overall organisation's business and growth objectives in key accounts.

Key Accountabilities

• Ensure achievement of agreed Customer targets/KPIs
• Manage the business partnership with Key Accounts
• 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.

Responsible for:
Key Account Executives (If Any)

• Must be able to influence, inspire and drive performance with minimal direct management responsibility for Account Stakeholders

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.

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.)
• Monthly account reconciliation
• Coaching/ Training sales team.

Internal & External Relationships:

• National Key Account Manager  
• Line Managers (Marketing/Sales/Channel/Supply Chain/Finance)
• Key Account Managers
• Key Accounts Customers
• PZ Marketing & Sales network.

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 the 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.

Functional or Technical / Business Skills: (What can the holder do):

• Commercial Acumen                 Proven Strength
• Customer Management              Developed
• Negotiation Skills                      Developed
• In Market Execution                  Developed
• Selling Skills                             Proven Strength
• Sales Drivers                            Proven Strength
• Channel Strategy                      Developed
• Presentation & Communication   Proven Strength.