Reports to: Sales Manager
Main Purpose of role:
- To be responsible for maintaining and developing a single/ group of key accounts in order to exceed company set sales and profit targets across range of ‘Must have’ product lines.
- Implementing the key account business plan
- Maximising sales
- Improving communication
- Maximising inventory opportunities
- Forecasting and planning
- Range and category development
- Catalogue Layouts (where applicable)
- Promotions planning
- Managing in stock/product lifecycle
- Effective coordination of business activities
Key Responsibilities:
Financials
- In conjunction with Sales Manager, deliver the financial targets (sales and profitability) for designated key account/s.
- Relationship Management & Business Planning
- Establish ongoing business relations with major account buyers
- Formulate and implement effective sales strategy and promotion plans for key accounts: develop, present and execute plan, sales and promotions, negotiation of trading terms and trade spends. Promotion includes VTA National Programs and Customer centric programs
- Work in conjunction with Marketing department to formulate the trade promotion programs.
- Participate in the formal quarterly business review process with key accounts.
Category Management
- Maximize sales profit through improving shelving and display, implementing promotions and new product launching.
- Ensure the execution of the marketing plan with key accounts in a timely manner.
- Implement key store drivers (range, space, promotion and display), working with store planning teams where applicable. Ensure appropriate approvals in place for planograms, end caps, display stands and feature areas/ special events as negotiated with buyers.
- Work with trade marketing team to propose and review catalogue layouts.
- Participate in regular local Sales and Marketing meeting
Forecasting & Inventory Management
- Generating sales forecast/analysis and market insights reports on product trend development and competitors' activities
- Working with key account forecast, work with buying teams on stock flow (taking into consideration agreed business plan and financial goals
- Working with Operations team, ensure inventory is available for upcoming events
- Look at stand-out issues for inventory: discuss possible action plans with key account (e.g. clearance or increase stock weights), communicate issues internally.
Staffing responsibilities: Salesman
- Ensure minimum 6 visit per day
- Measure productivity and quality of call
Key Relationships: Internal:
- Sales
- Trade Marketing & Merchandising
- Operations/Distribution
- Marketing
Finance External:
- Buyers/Store Managers
- Stock Control
- Account Merchandising
Skills/ Knowledge/Experience/ Qualification requirements
CORE COMPETENCIES:
Professional Know-how
- University or Diploma graduate in relevant discipline
- Minimum 5 years in Consumer/Retail Sales and/or Key Account Management
- Multi-sku/ multi brand sales experience in the local market
Work Effectiveness & Adaptability:
- Excellent verbal and written in local language. English Language is an added advantage
- Ability to articulate ideas and excellent negotiation skills
- Clear persuasive communicator (written and verbal) including active listening ability
- PC literate with good working knowledge of MS Excel, Word, PowerPoint
- Results oriented, risk tolerant and persistent in fast paced, pressurised environment
- Good prioritisation and organisational skills
- Adapts response to circumstances, flexible in handling change and comfortable working independently.
Problem Analysis & Decision Making:
- Numerate, ability to analyse data and sales information and use it to generate new ideas
Key Tools/ Process commitment
Tool
1) Customer Promotion Plan
2) Marketing Bulletin
3) Post Mortem Report
4) Allocation list
5) Sell in /Sell thru report
Process
1) Forecast Meeting
2) Sales & Marketing Meeting
3) Inventory management data