Job description
Partners with key account customers to develop the Pernod Ricard
brands and optimise profitability. Implements the business plans and
promotional activities.
Coordinates account management activities in territory to provide a good customer experience.
JOB SCOPE AND CONTEXT:
Field based with 10% time spent in HQ, local/international travels
Target driven, pressured environment
RESPONSIBILITES
1. Sales and growth in market share are increased through targeted sales activities.
A. Support a strategic business plan for the allocated key accounts
1. Productive relationships with internal and external stakeholders maintained
A. Develop a collaborative relationship with Sales Operations Manager
1. Budget managed effectively
A. Advise NKAM annual capital and operational expenses
1. Talented staff recruited, developed, managed and motivated
A. Recruit talented Promoters and Merchandisers
Coordinates account management activities in territory to provide a good customer experience.
JOB SCOPE AND CONTEXT:
Field based with 10% time spent in HQ, local/international travels
Target driven, pressured environment
RESPONSIBILITES
1. Sales and growth in market share are increased through targeted sales activities.
A. Support a strategic business plan for the allocated key accounts
- Execute plans completed in consultation with Sales Director and customers
- Executions are customer focused, include channel strategies and take into account the objectives of PRN
- Market share sales and sales targets pursued with rigour
- Sales/promotion plan executed in line with budget and taking resources into account.
- Plans are reviewed and adjusted depending on the market environment
- Weekly reviews completed with customers and reports submitted to NKAM
- Customised activity plans for each customer followed
- Win-win customer deals negotiated
- Pricing is managed at a responsible level and ensures that retailers make a healthy margin on PRN brands
- Plans implemented within agreed budget parameters
- Customer queries and problems resolved OTIF
- PRN brands and POS material presented to a high standard
- Calls and sales volumes recorded
- Documentation required for the opening of new accounts collated
- Objectives for each key account customer achieved
- Promotions managed within budget and in line with brand strategies
- Store layout, category development and shopper behaviour used to maximise return on investment
- PRN range is listed correctly and in line with the customer key account profile
- Cycle Activities planned and managed
- Activities tracked and priorities set
- Deadlines met
1. Productive relationships with internal and external stakeholders maintained
A. Develop a collaborative relationship with Sales Operations Manager
- Trade spend utilised appropriately
- Promotions and deals communicated effectively
- Right quantities of POS advised
- Promotions cycles respected
- Trade marketing plans delivered according to agreed deadlines and in line with brand strategies
- Area Sales Managers aware of key account business plans as well as the monthly/ quarterly promotional cycles
- Increased sales volumes negotiated
- Customer queries and problems resolved effectively
1. Budget managed effectively
A. Advise NKAM annual capital and operational expenses
- Accurate forecasts made
- Budget compiled and approved in line with policy guidelines
- Potential areas of saving and optimisation highlighted
- Expenditure aligns with budget
1. Talented staff recruited, developed, managed and motivated
A. Recruit talented Promoters and Merchandisers
- Vacancies filled in line with policies,
- Suitably qualified equity candidates given preference
- Suitable development opportunities and training identified
- Development plans implemented
- Promoters & Merchandisers are coached
- Knowledge and training is applied
- Promotions recommended where appropriate & Applicable
- PR vision and values shared
- Expectations and objectives clearly communicated
- Performance monitored through review meetings held at least monthly.
- Feedback on performance provided
- Promoters & merchandisers salaries paid on time & in full
Desired Skills and Experience
- Degree Level.
- 3 years commercial experience (liquor industry or in a FMCG environment will be added advantage)
- Drivers License
