Job Description:

Develop and recommend to National Sales Manager for a national account business strategy and plan including volume, profit, market share, distribution and in-store objectives per brand.
Manage the implementation of a national account business strategy / plan through the most effective utilisation of budgets, trade marketing systems (i.e Accenture) and manpower in order to achieve the overall Sales and Distribution objectives.
Manage and develop key strategic national customers in a manner consistent with marketing and organisational goals.

PRINCIPAL ACCOUNTABILITIES:

• Map and classify accounts into strategic importance.
• Analyse company's and competitors’ business performance within strategic accounts.
• Develop, co-ordinate and recommend to Group Sales Controller for a national account business strategy and account plan on an annual basis.
• Align account plan with marketing plans.
• Manage the implementation of account strategy and plan to ensure that volume / profit objectives are achieved through the most efficient use of resources.
• Ensure meaningful account files are maintained for all accounts.
• Negotiate company to a position of strength in strategic accounts.
• Develop and maintain meaningful business relationships with strategic accounts.
• Identify and develop future business opportunities with strategic accounts.
• Manage cross-functional application of category management in selected accounts.
• Directly manage Account team operations.
• Coach, train, motivate and develop individual account managers to maximise potential and to prepare for future career planning.
• Minimise commercial risks.

Knowledge, Skills & Experience

• University degree.
• Minimum of 3 years Sales Management preferably with Key Account Management experience within a FMCG company.
• Minimum of 1 year Marketing experience.
• Marketing knowledge: comprehensive understanding and experience of managing all elements of the marketing mix, above / below the line, price, promotion, shelf space, product (range),
research, space management.
• Comprehensive working knowledge of all inter-related company functions, e.g. distribution, credit control, customer service, Legal, human resource and advertising agencies.
• Analytical, interpersonal, communication (oral & written), negotiation and planning skills.
• Proven ability to successfully negotiate, influence and present at Senior Management level.
• Proven ability to think both strategically and conceptually.
• Business and financial acumen.
• Ability to analyse problems, recommend solutions and action plans within organisational policy.
• Strong management and leadership skills.
• Well written and spoken in English.