FMCG Key Accounts Manager (Consumer Packaging)
Kempton Park, Gauteng, ZA
2d ago

FMCG Key Accounts Manager (Consumer Packaging) , Pomona, R35 R40 K (Car Allowance) + Commission

  • Relevant commercial qualification (Sales & or Marketing Degree / Diploma)
  • Minimum 5 years Retail experience in the FMCG environment
  • Computer literate (MS Office)
  • Experience in consumer-packaged packaging would be advantageous but not essential
  • Able to travel nationally where required
  • Valid Code 8 Driver’s Licence
  • Business planning processes, budgeting and forecasting
  • Financial management with specific reference to stock days, margin and mark-up
  • FMCG customer and trade dynamics
  • Competitor analysis
  • Customer strategies
  • Customer needs and objectives
  • Persuasive selling skills and techniques
  • Negotiation skills and techniques
  • Existing Retail relationships and experience
  • Trade structures within Retail FMCG environment

  • To profitably grow the portfolio of products in the designated accounts of the companies
  • To manage the above strategic customer accounts at a national level maximising all opportunities for sales within these accounts.
  • To achieve volume, value and pricing targets for the designated customer accounts on a store, regional and national level .
  • To develop and implement sales and customer growth plans, strategies and action plans.
  • Together with procurement, supply chain and operations, ensure optimum stock availability.
  • To manage new product development projects and launch new products within accepted timelines within designated customers.
  • To grow and enhance the Company’s reputation and relationships in the trade.
  • Develop and agree strategic objectives.
  • Develop and implement customer growth plans.
  • Implement category growth plans.
  • Compile and present annual, quarterly and monthly budgets and forecasts .
  • Identify key strategic growth opportunities in the market pursuant to the designated accounts, and pursue these to fruition.
  • Develop and implement customer sales plans inclusive of promotional activity.
  • Identify and secure new business opportunities.
  • Negotiate annual trading terms (where required) as well as pricing of products.
  • Ensure product availability and visibility on shelf .
  • Spend an agreed allocation of the working week in-store’.
  • Monitor all incoming orders and ensure these are fulfilled accordingly.
  • Investigate and resolve all queries and issues raised by the designated key accounts.
  • Communicate customer strategy and activity plans to all those of the national sales force who in turn report through to yourself in respect of your designated key accounts.
  • Conduct monthly and quarterly customer reviews at all levels .
  • Monitor and execute promotional plans .
  • Manage, measure and review sales agents’ performance in relation to the designated accounts.
  • Communicate sales targets to sales managers, sales reps and sales agents .
  • Monitor competitor activity.
  • Manage customer account profitability in terms of agreed budgets.
  • Ensure regular (minimum quarterly) sales forecasting in conjunction with Procurement, Down-pack and Supply Chain.
  • Develop and manage customer relationships.
  • Manage projects and initiatives with regard to business expansion in the designated accounts.
  • Holding regular meetings with internal and external stakeholders regarding the designated key accounts.
  • Launch new products where required.
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