Job Summary
- To create leads and build relationship with clients/channel partners to identify sales opportunities, increase revenue and achieve profitability for the allocated channel
Key Roles & Responsibilities
Sales Plan/ Strategy
- Develop and implement strategy in line with company objectives
- Planning and ability to execute to achieve business plans (PPP)
- PIQ Planning TRS
- Planning – marketing, advertise in store
- Work closely with Product Marketing to provide advice to projects that support partner-driven marketing events
- Gather and analyze competitor intelligence. Models, pricing, promotions, product placement strategies, NPI, etc
- Identify risk models and champion action plan process and monitor progress and /or success rate of action plan.
- Full management of the offline and online business of the customer.
Creative Business Development
- Develop a unique way to grow the business with your customers – Hi Sku/ Hi MP
- Provide solutions to management when faced with challenges
- Liaise with corporate contacts, build and develop relationships
- To assist with the preparation of contractual agreements and ensure that these are fully adhered to
- Growing business and creating new opportunities in HI MP PG’s
- Keep up to date with recent market and industry trends, competitors, and leading customer strategies
Accurate Forecasting: GDMI Mastering
- Ensure enough stock of right staff to avoid LTI
- Monitor and ensure forecasting is in line with sales planning
- Continuously improving forecasting techniques, methods and approach to ensure they are aligned
- to company objectives
- Calculate weekly sell out forecast to account & model level based on data analysis, company MS/MP requirements and cooperative planning between company KAM, Account Planner and Account Buyer
- Calculate and continuously adjust weekly sell in requirements to meet required Sell Out Forecast and WOS levels
- M+3 CPFR
Inventory
- Work closely with APM/DP and inbound departments on stock availability and requirements.
- Work closely with outbound departments, in order to give feedback to Account Planner & KAM for Sell In delivery schedule/dates.
- Give regular feedback to Account Planner and KAM on stock availability (qty/ETA) and possible stock outs or delays.
- Monitor & analyze weekly SOH to account & model level.
- Monitor & analyze weekly sell out results to account & model level.
- Be informed of customer & company promotional calendar to be used in sell out forecast process.
Budget Controls
- Ensure delivery of return on investment and building of brand sustainability
- To ensure account meets its income targets as per set budget
- To effectively solve problems and manage risk to ensure achievement of targets
Pricing
- Negotiate pricing that would drive sales with Product Managers
- Keep abreast of market developments and competitors’ product pricing and activities and make recommendations
Strong Customer Relationships
- Managing the relationship between your company and the customer is a big responsibility.
- Handle accounts and build relationships
- Visit customers to maintain strong relationships
- Treat your customers as partners and challenge them to grow their business with your brands
Reports
- Provide sales reports and analysis as required
- To prepare presentations, proposals, plans, contact reports as necessary
- Analyze and report on results and effectiveness on promotions
- SPM
- MBR M+3
Required Experience
- 5 – 7 years related experience in key accounts
- Previous experience in dealing with Mass Retail in South Africa
- Good knowledge of administration, sales and general warehouse procedures
- Ability to work in a fast-paced environment
- Proven track record in customer relations
- MS Office at an advanced level.
- Ability to use database for recording and reporting
- Channel partner relationship knowledge
- Finance Management