Key Account Manager
Bryanston, GT, ZA
8d ago

AFC - Danone Southern Africa (Pty)inWBS TOPLINE is looking for in Bryanston.

  • With our global presence, brands and business within our mission,bringing health through food to as many people as possible;
  • we believe that people growth is a key asset to reach a sustainable business performance. Take this opportunity to GROW together!

    Job Purpose

    To grow value, volume and profit in line with the Danone objectives by Portfolio / Customer by the full team working with key interfaces, and developing and executing appropriate sales strategies, and leading national and regional key accounts within the channel.

    To maximise the Company’s sales and margins to national retail groups and major accounts and grow market share, taking accountability for delivering stretch volume, CANN and in-

    store presence. Manage customer payment terms, following up to ensure that customers pay on time.

    Key Areas of Responsibility

    Planning for Sales Effectiveness

  • Develop an account plan per customer by conducting a SWOT analysis to identify objectives for sales growth, and volume projections
  • Investigate and integrate consumer, shopper, customer and channel insights to identify growth opportunities and propose action plans to influence shopper behavior
  • Compile a business plan that is agreed with the Group Key Accounts Manager, and understood by the Clover merchandisers and customers
  • Contribute to both the brand Image and customer service orientation in the outlets
  • Understand the category health and nutrition benefits, and brand attributes to enable effective in-store execution
  • Sales Execution

  • Grow market share in key accounts through the utilisation of outstanding sales fundamentals, including pricing, shelving, and merchandising plans
  • Negotiate the implementation of the account plans with customers, giving recommendations for increasing sales
  • Use influence and enhanced selling skills to reach a commercial agreement
  • Align with Trade Marketing, Marketing and Supply Chain to influence internal plans, and to grow profitably the business
  • Manage merchandising standards by giving instructions on how to merchandise and ensuring that merchandisers files are updated, and merchandiser order cards are completed
  • Ensure excellence in the execution of customer marketing, new initiatives, product launches and promotional marketing plans with key accounts
  • Drive Joint business planning & joint value creation with outlet managers
  • Execute action plans in each outlet for sales growth
  • Ensure volume targets are achieved
  • Manage the back-up storage facilities to ensure that stock is properly handled at all times
  • Review the progress of the implementation of the account plan with customers, and identify any deviation from set standards.
  • Put plans in place to rectify deviations
  • Policies and Process

  • Adhere to the WISE Policy at store level and adhere to WISE RACI Matrix
  • Ensure compliance to WISE in respect of tools of the trade(cell phone / company car / hand held)
  • Conduct relevant safety training with in-store and Clover merchandisers
  • Ensure compliance to PPE requirements at all times
  • Be responsible for the proper usage and management of tools and technology
  • Adhere to relevant company policies at all times
  • Controls

  • Analyse KPI’s per channel, and continuously close the gaps between results and objectives
  • Effectively manage close-to-expiry stock to minimise the level or returns
  • Get the relevant authorization to move expired stock
  • Lead the annual customer trading term negotiations for retail customers
  • Relationship Building

  • Communicate with Group National Key Account Manager to optimise plans and execute with excellence
  • Own the customer relationship by managing store issues independently and ensuring positive working relationships with customers
  • Manage the Clover Field Sales Force and merchandising staff to maintain positive relations with customers
  • Maintain the lines of communication with the trade marketing team
  • Finance and Budget

  • Manage pricing policy, coordinate and implement price increases conduct high level trade negotiations
  • Ensure adherence to customer budgets (trade terms, coop and pricing)
  • Qualification

  • Relevant 3-year Sales, Marketing or Business-related qualification
  • Solid experience in FMCG in similar roles
  • Experience

  • Previous experience in FMCG Key Account Management, with dairy focus being an advantage
  • Commercial acumen
  • Proven negotiation and selling skills
  • Advanced communication skills (written, oral and listening)
  • Previous conflict management experience
  • Previous experience in working within and maintaining tight budget controls
  • Customer, Category and Channel knowledge
  • Proven experience in relationship management
  • Work in a multifunctional environment
  • For more information about Danone, its people and its business, please visit We have something special inside, do you?


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