Key Account Manager - On Trade

The role is accountable for key account and international outlets in Modern On Trade (MOT) outlets delivering the following key activities:

• Deliver the On Trade Key Account’s annual KPIs in line with the overall Company’s annual operating Plan.
• Build relationship with account outlets.
• Identify potential outlets/areas/opportunities to dominate in terms of volume and branding.

Key Accountabilities:

1. Account Acquisitions

• Aggressively acquire new key accounts, convert potential ones from competitors and defend existing outlets.

2. Achieve On Trade Key Accounts annual profits

• Review business performance and identify opportunities in outlets/period by creating promotional/calendar activities.
• Grow profit by ensuring a profitable product mix.
• Ensure outlet acquisitions are within the company’s broad guidelines in terms of spending.

3. Distribution/Promotion and Events

• Lead distribution of new product launches in outlets and ensure that key products are made available.
• Manage stakeholders i.e. TM/BM in selling in promotions/events.

4. Account/Contract Management

• Ensure outlet contracts are signed within the company’s broad guidelines in terms of targets and sponsorships.
• Ensure all sponsorships and payment milestones are compliant with the company’s policies.
• Manage legal pursuits with CRL on overdrawn outlets.
• Engage to drive better relationships with Trade Partners.
• Enhance the business relationship with trade partners by providing value-added services and consultancy advice on the business. Identify potential and recommend emerging areas.

5. Teamwork and Collaboration

• Encourage the team to have a healthy and collaborative working relationship with regions in contract negotiations for new and existing chains.
• Work closely with regions to ensure all operations are executed on-time and in-full.

Requirements:

• Bachelor’s degree in Business, Marketing, Economics or equivalent.
• Minimum 8 years of experience, preferably in Sales, from the FMCG industry with at least 3-5 years of Key Account Management.
• Proficient in English; conversant in other languages is an added advantage.
• Strong negotiation and influence skills with a proven track record of success.
• Excellent analytical thinking and communication skills.
• Ability to identify opportunities to create value.
• Agile thinking.
• Willing to work extended hours.
• Event coordination experience.