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.