National Key Account Manager

2 weeks ago

Nairobi, Nairobi Area, Kenya Unga Group PLC Full time $104,000 - $130,878 per year

Job Purpose:

The National Key Account Manager role's primary purpose is to grow the business revenue and market share in all Modern Trade and Key Accounts through maintaining excellent relationships with customers, excellent Key Account Team Leadership and Management and great in trade and in store execution.

Key Responsibilities:

Team Management - 30% of Time

  • Lead the key accounts team to deliver exceptional results by making sure team members are clear on their role, have clear KPIs and targets and the same are monitored and assessed frequently (Daily, Weekly and Monthly) and corrective actions taken
  • Develop and train on sales routines for the Key Account Managers and Merchandisers
  • Mentor and coach the team and ensure capability development happens
  • Ensure adherence to company policies and processes by the team
  • Effective management of all agencies providing manpower resources to the business specifically merchandising and brand ambassadors

Financial Management - 25% of Time

  • Deliver volume and revenue target within Modern Trade and Key Accounts
  • Achieve targeted margins by focusing on the sales mix
  • Ensure adherence by customers to the company's accounts receivables policy
  • Develop and effectively managed customer marketing support budgets
  • Effective management of market returns
  • Effectively monitor and motivate for price adjustments to ensure we remain competitive in the trade

Relationship Management 25% of Time

  • Build deep and maintain lasting relationships with key chains decision makers to ensure we are top of mind and are considered valued partners
  • Schedule and arrange Top to Top meetings and market visits to foster good working business relationships between key chains and top management of the company
  • Development, execution and management of joint business plans based on pay for performance model to achieve company objectives
  • Be the champion of Excellent Customer Service within the company by ensuring Modern trade customers issues are documented, understood and resolved within the shortest time possible as per SLAs
  • Address and resolve any customer quality concerns with the help of the Quality Manager

Trade Execution – 20% of Time

  • Develop and implement channel strategies for the different sub channels within Modern Trade
  • Together with the respective Key Account Manager, develop chain specific strategies and plans to ensure collaboration and achievement of company plan
  • Develop, Deploy and maintain picture of success within the chains with special focus on key metrics of OSA, SOS and SOVI
  • Management of trade offers to drive revenue, loyalty, visibility, volume and share
  • Development and execution of shop in shop strategies to increase points

Experience required for this Role

  • Degree in business related field
  • 10+ years' experience in FMCG within Sales with at least 5+ years in Key Account Management
  • Good knowledge of trade partner operations
  • Good trade relationships built over time

Skills, Behaviours and Competencies required for this Role

  • Effective leader and people manager
  • Excellent Customer Engagement and Relationship skills
  • Drives High standards and strives for excellence
  • Advanced Negotiation and Persuasion skills
  • Self drive
  • Problem solving ability
  • Advanced communication skills

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