Join a FMCG Food Group that is high profile, very fast moving, multi-billion Rand business which is prestigious, entrepreneurial and incorporates manufacturing and wholesale.
There are multiple Branches nationally and each Branch has their own Sales Team who reports into the respective Branch Manager.
This new position is based at the Corporate Head Office in Jhb where the other Key Account Managers are based and reports into the National Key Accounts Manager.
The Key Account Managers are supported by a number of Contract Administrators who do various preparations and price files as well as other clerical work.
There are over 5,000 food product skews (items). This candidate will be taking over a portfolio of national key account groups from the National Key Account Executive including hotels, coffee shop groups, casinos, restaurant groups, independents and other.
It should be emphasised that the Key Account Clients have very strong personalities as do the candidates fellow Key Account Managers.
In addition to the Key Account Management duties, there is the need for in-depth analysis and the use of analytics in advanced Excel together with another specialised analytical package that the business uses.
As the Key Account Customers are based all around South Africa, business travel is essential which can be between one or two days in a week or on occasion, an entire week.
This will include not only visiting the Clients but also the Branches.
Key performance areas, inter alia, include :
This will be achieved by prospecting, lead follow up, networking and partner relationships. Candidate will also work together with the Sales Team to develop effective sales strategies.
With this information available, the candidate will discuss the availability of product with the Client and opportunities to use these food skews (items) in their menus and business generally.
This will naturally lead to renewing and / or creating new Service Level Agreements. It should be noted that there are some Clients that have bespoke food products exclusively.
The use of forecasting and analysis is done on behalf of the Client to indicate the cost effectiveness of one or more existing or new products.
In addition, Branch Sales Staff may accompany Key Account Managers to customer conferences and customer events to showcase product availability and the usage thereof.
Very often this takes place in a Clients kitchen as well as the Branches kitchen. At these venues, the Key Account Manager or one of the Sales Staff may do a presentation in a PowerPoint video or product tasting to showcase a particular food item.
In addition, the Branches have open days where Suppliers are invited to meet Customers to discuss product requirements as well as availability.
In addition, do proper forecasting monthly, quarterly and annually for assigned key accounts as well as annual budget setting & customer analysis.
There are also inflation reports that need to be prepared and communication of price increases to Key Account Customers.
This will include market updates obtained by the Companys Procurement Department whom the candidate will be interacting with on a regular basis.