Key Account Manager

Job Description

Job Summary?Responsible for achieving the overall business plan of the Modern trade account/s in terms of sales turnover, brand growth, shelf share, market share and contribution margins through building excellent relationships with all the decision makers in the modern trade and through highly synchronized coordination with the team of sales executives, channel marketing & category teams, and logistics teams.Job Responsibilities & Tasks Duties include but are not limited to?

• Develop, obtain management approval and execute a comprehensive annual business plan for the key accounts.
• Monitor and analyze sell out sales figures and market shares for own and related products and suggest to RKAM recommended actions.
• Ensure that the agreed upon trading terms (credit terms volume rebates, promotional calendars and shelf space allocations, agreed upon displays, event participations etc?) are properly and timely executed.
• Coordinate with channel manager to prepare promotional calendar for major accounts (including all the activities planned for the coming year) & Capture Competition movement and identify ways forward , insuring shopper retention by suggesting and coordinating with Channel Team a tailor made activity to relief competition pressure and identify threats and opportunities?.
• Support and provide advice to sales team on how best to achieve budgeted sales and brand targets in the key accounts by receiving and solving the action plans generated by operations for resolution in Head office..
• Perform regular visits to branches of Modern trade over the covered territory to evaluate key accounts executives performance ( by store and in aggregate) to assess volume and share performance, displays and shelf space in the different major accounts and guide different merchandising activities and planogram implementation.
• Maintain good working relationships with finance team of the major accounts, follow up on their receivable level, and ensure timely collection based on credit limits (SR & Days). To follow up with operations in each area to ensure proper reconciliation of all check collections on monthly basis and to solve any discrepancies.
• Develop and ensure execution of a stock level strategy and orders to major accounts in order to ensure product lines availability and optimum drop size.
• Ensure the availability of all strategic SKUs by ensuring their listing or by ensuring proper supply from central warehouses to store shelves of all active SKUs & distribution and mapping all products to customer cluster by Sub-area , ensuring, the value creation to shopper and customers , proper supply from central warehouse to store shelves of all active SKU?s.
• Ensure the shelf space contracts are implemented in full with proper positioning.
• Negotiate promotional deals and events participation in coordination with division marketing.
• To participate in monthly Modern trade meetings to evaluate performance in deliveries, sales and merchandising.
• Provide input on the monthly forecast for 80% of business generating SKUs (taking into consideration the promotions, seasons, and activities)
• Coordinate with channel team on price fishing analysis and agree on proactive and reactive actions.
• Align company strategy to customer benefits , by exploring their strengths and weaknesses relative to their customers and competition

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