Key Accounts Manager

Your Tasks

• To steer the Modern Trade business by ensuring the delivery of agreed sales plan, profit, pricing, optimal distribution, and presence at POP
• Assist in the co-ordination and implementation of the Modern Trade investment strategy, maximizing long-term profitable growth, within the set parameters.
• Acts as the Champion’ by ensuring customer and business relationships are established through partnerships.
• To ensure teams clear focus on distribution, promotions, sales, stock management, POS implementation, payments, data collection and analysis.
• Provides Information on the developments within the market e.g., Trade and Competitor activity.
• Leadership
• Provide direction for the Key Accounts Team of the Kenya Distributors. Lead and inspire the MT team to drive delivery of the annual volume and value sales plans and company objectives.
• Business Objectives
• Implement and achieve Key accounts business plans and strategies in Kenya, to deliver both financial (revenue, margin, cost, assets) and non-financial (volume, credit, growth) business sales targets.
• Facilitate development of an effective Modern trade strategy that will deliver profit and growth for the business within budget, time and policy parameters through efficient control of the resources.
• Steer JBP negotiations together with Distributor team: commercial trading terms and conditions e. Discount structure, margins, credit days, promotional investments, new product listings.
• Develop long term Strategic plans for each customer.
• Drive Market share growth.
• Critical Action Planning & Implementation
• Planning, implementing and monitoring all sales and commercial activities within the assigned MT in collaboration with the Customer & shopper management and National Sales Manager.
• Set up and monitor monthly activity/ promotional calendars specific to channels, with feedback and analysis.
• Steer the development of all relevant trade channels by conducting customer activities, consumer promotions, building relations & the image of the company in line with policies and procedures.
• Manage customer relationships professionally and engage T2T executive meetings between BDF management, Distributor management and Customers.
• Achieve monthly and quarterly sales targets by brand whilst at the same time supporting accurate sales forecasting.
• Team building and fostering team spirit across the sales team be it own, or distributor will be a key driver for joint success of the team.
• Develop, monitor, and execute monthly activity and promotional calendars specific to the city channel.
• Winning In Store
• Ensure best in class Visibility and Merchandizing by supporting implementation of the in-store guideline and POS.
• Conduct trade visits with – alone or accompaniment as necessary, with regular contact reports.
• Ensure prompt and clear execution of trade activities.
• Sales Training
• Actively and constantly evaluate the MT team potential for desired levels of skills and competencies.
• Develop and grow the team capabilities and skills by suggesting training needs based on performance appraisal and joint market visits (on job training).
• Business Forecasting & Reporting
• Actively participate in all business forecasting meetings. Provide information/ recommendations on risks and opportunities within the customer portfolio assigned.
• Create, suggest, and facilitate business ideas for Opportunities process for VAS or and other promotion proposals.
• Key Account Budget
• Implement and manage the modern trade budget and support the sales force to plan.

Your Profile

• Education & Experience
• BA in Business Administration, Marketing or similar from a recognized University
• A minimum of 5 years’ experience in a wide range of FMCG functions with a recognized business.
• The role required an FMCG specialist with a very high level of commercial business sense.
• Strong Operational Knowledge and experience of working with key accounts