Lead, Sales Account Manager Job in Kenya

Role Profile: Lead, Sales Account Manager 
 

The Position: Reporting to the Country Manager, the Lead, Sales Account Manager is responsible for developing and driving the delivery of the strategy for the international FMCG organization.  
 

Key Responsibilities

• Achieve NS and profit targets per budget for Modern Trade.
• Control and Manage trade spending for Modern trade.
• Elaborate, negotiate and execute JBP by customer.
• Build up Negotiate terms, promotions, and discounts.
• New product listing and achieve their sales target.
• Implement price strategy defined by the organization.
• Generate reports required by organization: sales, stock level, sell through, etc.
• Support execution of CTL initiatives driven by Sales Operations and marketing.
• Implement promotional activities and programs in the Modern Trade.
• Prepare and Present quarterly reviews to Senior Management with Key Accounts
• Manage reduction of Pricing Claims, Full Case Returns and Damages
• Identify and Action Distribution Opportunities
• Develop solid business relationships with all customers and support personnel
• Interact and provide feedback to merchandising company and attend regular review meetings.
• Attend monthly Demand Meetings in order to ensure accurate volumes (by account), are incorporated into the S&OP/Demand Forecasting process
• Promotional grid negotiation, implementation and monthly co-ordination at Key Account Level.
• Negotiate cost effective promotions with respective Accounts by analyzing and allocating promotional spend within the MIT budget
• Monitor and Track implementation of promotional activity.  Follow up noncompliance (where relevant) with Key Accounts
• Pursue continuous improvement of numeric distribution.
• Provide feedback for yearly price increase.
• Effective management of KA personnel in the achievement of set Business Objectives as outlined in the Business Account Plans
• Guidance and coaching of  department personnel in order to achieve set objectives and identify and resolves any issues that may arise (with the assistance of the Sales Director, if necessary)
• Ensure normal day to day key account activities are actioned on deadline by KA associate for selected accounts: Price Increases, Cycle Deals, Coop Evaluations, Pas, Promotional Activity, Reviews etc.)
• Regular feedback/update sessions with Department members.
• Identify any skills/knowledge training that may be required in order to deliver on objectives

Position Requirements / Qualifications

• A post Graduate qualification in a related field is preferable.
• At least  5-7 years in Key Account Management  FMCG and a Field Sales/Sales Management role
• Knowledge  of the categories, pertinent key customers, and key competitive set
• Clear understanding of Modern Trade in the local market.
• Understands the processes, and the interplay between the categories
• Demonstrate ability to manage up and across organization.
• Multi-function and multi-tasking abilities
• Strong Computer skills, Microsoft Office
• Results driven
• Manages executions diligently, with keen attention to details
• Manage disagreements
• Team building skills
• Values others, and cultures
• Self-starter and acts with integrity
• Analytical and Negotiation skills
• Ability to work under pressure
• Good communication  and presentation skills

Application Procedure:

Applicants should email their cover letter and CV with names of three referees who can provide confidential assessment of their capabilities. Indicate on your CV your current and expected salary.

All communication relating to application for these positions should be addressed to: 

therecexpert@gmail.com 

On the subject matter of the email, ensure you indicate the position you are applying for.

Applications should be received by 25th November 2014.

Please note only shortlisted candidates will be contacted.