National Key Account Manager at PZ Cussons

Job Purpose:

Lead, develop, and ensure implementation of Key Accounts Plans that are aligned with overall business strategies, and that support achievement of profitable sales objectives

Responsible to:

Director/Head of Sales

Responsible for:

Key Account Managers

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:

• Accountable and responsible to ensure achievement of agreed Key Accounts targets/KPIs
• Define and execute strategies and plans for the key accounts in line with business requirements and growth projection
• Lead the implementation and excellent execution of all channel/category activities for key account channels
• Lead development of customer relationship including Joint Business Planning.
• Actively participate and provide inputs into the Commercial Planning process, support development and implementation of channel, category and customer strategy and plans to achieve the overall field sales objectives
• Ensure development of careers and coaching of reports
• Work with other leadership team to identify and develop successive business leaders.

Measurement/Performance Indicators

• Availability and quarterly reviews of annual Joint Business Plan with Key Account
• Target vs. Actual monthly/yearly performance (volume/value, KPIs etc.)
•  Coaching and development plan

Internal & External Relationships:

• Head of Sales  
• Heads of Department (Marketing/Sales/Channel/Supply Chain/Finance/HR)
• Line Managers (Performance Management, recruitment, induction)
• Key Accounts Customers
• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed:

Qualifications:

• First Degree in any discipline
• Post Graduate degree will be an added advantage

Experiences: (What experience brings success to this role)

• Minimum of 6 years in marketing or sales, and over this period has successfully delivered on KPIs
• Experience in either Channel, Customer or Field Sales management
• Demonstrated success in other roles.
• Demonstrated ability to coach and develop a team
• Has People management experience

Knowledge: (What does the person need to know)

• Knowledge of Business strategy development
• Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
• Knowledge of Field Sales, Channel and Distributor Management
• Good knowledge of channel structure and opportunities
• PZ Cussons Leadership competencies