Junior Key Account Manager - Personal Care and Household Products - - Johannesburg

Responsibilities:

To grow the South African market in sales and profit aligned to the company’s commercial strategy agreed with their distributor in South Africa
To develop and position the company’s brands across these markets as a differentiated, technology led brands:
- To grow market share, sales and profits sustainably, across channels
- To leverage full retail potential for all product categories
- Manage all sales aspects of the company’s relations with their South African Distributor
- To lead retail commercial terms and negotiations, forecasting, execution plans and training teams, to drive sales performance in all channels and all markets

Main accountabilities and supporting activities:

Deliver sales results and profitability:

Elaborate the distributor forecast in detail of sell in by week and by store with activity plan
Drive effective channel strategy execution and range implementation with distributors to maximise and optimise the company’s profitably in line with market goals
Work with the MEA Marketing, Retail, Online and Finance Teams to execute integrated Masterplan for the emerging markets
Responsible for delivering monthly sales volumes and profitability
Train and upskill the capability of the sales and demonstrator team to increase effectiveness and rate of sale per store – driving best practise across the region
Drive distributor sales planning processes to increase forecasting accuracy and ensure monthly delivery of results

Distributor Partnership and engagement in new markets:

Assess current distributor network and/or scope new partners
Execute playbook of geographical expansion in all phases
Lead complex negotiations with retailers around commercial terms
Manage multi-channel Profit and Loss
Develop Category Management plan by channel for each distributor
Lead top to top meeting and quarterly business review
Track monthly internal and external profitability with finance (Distributor Profit and Loss vs Company’s Profit and Loss)

Company’s Brand awareness and communication plan

Develop the brand building investment plan together with Marketing and Communications team
Analyse the consumer insights and market data to take in considerations consumer behaviour in building the plan
Forecast market share and market value
Define target for category and household penetration to be reached in 5 years
Drive the conversation around the company’s plan with distributors and local stakeholders to be integrated within their plan

Line Management of the Sales team in the distributor:

Manage and develop the distributors sales team to ensure capacity and capability to deliver the company ambition
Lead the controlled retail with 3rd party, by defining demonstrators KPI’s for performance and measure weekly

Legal Compliance:

Ensure contract and legal agreement are in place and compliant to internal legal guidelines
Ensure compliance with competition and bribery guidelines

Other duties, as required:

Relish the opportunity to pick up new activities that fall broadly in the purpose of the role
Fix things that you can see need fixing
Identify problems and find solutions

Qualifications and Experience required:

3+ years of sales experience, preferably with distributors and 3rd party retailers
Past work experience with full accountability to sales forecast and negotiation
Have a track record in working on a complex project with multiple stakeholders and stretching goals
Track record of leading a key account with high performance objectives
Experience in managing a small team and/or training

Skills and Competencies required:

Excellent organisational and planning ability
Strong Project management skills
Excellent analytical skills
Excellent communication skills
Presentation skills – able to communicate confidently at all levels of the organisation and with external senior stakeholders
Ability to work in a fast paced and challenging environment
Team player - leading by example
Adaptable/flexible – able to multi task
Approachable
Organised
Strong communicator
Willingness to travel in the market
Strong motivation
Passionate about the company’s technology

Apply Now

Share this job with someone you think should apply!