Position: Key Account Sales Manager Job Dar-es-Salaam Tanzania.(Salary $ 2,500 to $4,500) plus other benefits.
Our client is an international organization that sells various products mainly wine, is looking for a Key Account Manager.
The main purpose of
the job is to manage all sales and marketing activities within and
around Dar-es-Salaam to drive distribution and create profitable growth
for the Company, while at the same time providing value add to customers
and key brand owners / principals.
Job Duties and Responsibilities
Deliver the objectives, strategies and tactics to beat the budgeted targets (Revenue/GP/Vol/Investment)
Managing day to day business and monitor progress through accurate reporting to achieve targets, for revenue and gross profit as agreed with the Country Manager and Head of International Markets
Monitoring progress weekly and reporting monthly around financials, Key Performance Indicators (KPIs), category and key brand performance in market and competition using Tableau data system
Building strong and ongoing business customer relationships across all accounts at all levels of the business to ensure satisfaction and sales growth in on trade customers
KPIs are pre-agreed, measured, reported and adhered to
Create outlet universe for hotels, resorts, casinos, premium bars, clubs and restaurants as well as relevant local clubs, bars and restaurants. Segment and prioritize to grow listings in current accounts with the Key Accounts Manager partner. Then agree and target a list of new business accounts to increase distribution of wines, premium spirits and non alcoholic beverages
Set account list priority, call frequently and objective led calls to map and build up monthly journey plans
Target 20 objective led customer calls per week. Spend 2 nights in the trade on outlet visits checking agreements with customers and following up on any issues. On odd weekends work to support events, dinners
Set account distribution targets on lead brands, supported by in bar activity to drive rate of sale
Work closely on marketing and brand plans, distribution targeting, activation initiatives and reporting of key brand owners
Conduct competitor analysis of portfolio, pricing, promotions and category/customer share and ensure that relevant information is shared with relevant parties internally
Prepare bespoke outlet beverage lists and provide training for key food and beverage staff maximizing company market share
Determine, set and monitor adherence to price schedules and discount rates. Lead customer discussions to advance the sales process, value add rather than price, tying up agreements and grow profitable share
Provide accurate monthly forecasts for all key product lines, by customer, to avoid out-of-stock scenarios
Manage the ordering process with the country manager and OIP team and following up orders to planning process and ensure a smooth stock rotation and inventory management to reduce costs and working capital
Manage credit liability through assessing credit worthiness, setting reasonable credit terms with the organizations finance, and managing timely collections on a monthly basis with all customers, on time and in full
Assist in planning and execute promotion plans and brand building initiatives, product launches etc
Plan and host on trade customer, consumer and principal wine tastings, dinners and events in outlets and the organizations retail
Innovate new promotional ideas to encourage customer footfall, visibility around the point of purchase and increase rate of sale in key customers to help grow the organizations distribution, listings and share
Perform other duties as requested by the line manager
Deliver the objectives, strategies and tactics to beat the budgeted targets (Revenue/GP/Vol/Investment)
Managing day to day business and monitor progress through accurate reporting to achieve targets, for revenue and gross profit as agreed with the Country Manager and Head of International Markets
Monitoring progress weekly and reporting monthly around financials, Key Performance Indicators (KPIs), category and key brand performance in market and competition using Tableau data system
Building strong and ongoing business customer relationships across all accounts at all levels of the business to ensure satisfaction and sales growth in on trade customers
KPIs are pre-agreed, measured, reported and adhered to
Create outlet universe for hotels, resorts, casinos, premium bars, clubs and restaurants as well as relevant local clubs, bars and restaurants. Segment and prioritize to grow listings in current accounts with the Key Accounts Manager partner. Then agree and target a list of new business accounts to increase distribution of wines, premium spirits and non alcoholic beverages
Set account list priority, call frequently and objective led calls to map and build up monthly journey plans
Target 20 objective led customer calls per week. Spend 2 nights in the trade on outlet visits checking agreements with customers and following up on any issues. On odd weekends work to support events, dinners
Set account distribution targets on lead brands, supported by in bar activity to drive rate of sale
Work closely on marketing and brand plans, distribution targeting, activation initiatives and reporting of key brand owners
Conduct competitor analysis of portfolio, pricing, promotions and category/customer share and ensure that relevant information is shared with relevant parties internally
Prepare bespoke outlet beverage lists and provide training for key food and beverage staff maximizing company market share
Determine, set and monitor adherence to price schedules and discount rates. Lead customer discussions to advance the sales process, value add rather than price, tying up agreements and grow profitable share
Provide accurate monthly forecasts for all key product lines, by customer, to avoid out-of-stock scenarios
Manage the ordering process with the country manager and OIP team and following up orders to planning process and ensure a smooth stock rotation and inventory management to reduce costs and working capital
Manage credit liability through assessing credit worthiness, setting reasonable credit terms with the organizations finance, and managing timely collections on a monthly basis with all customers, on time and in full
Assist in planning and execute promotion plans and brand building initiatives, product launches etc
Plan and host on trade customer, consumer and principal wine tastings, dinners and events in outlets and the organizations retail
Innovate new promotional ideas to encourage customer footfall, visibility around the point of purchase and increase rate of sale in key customers to help grow the organizations distribution, listings and share
Perform other duties as requested by the line manager
Required Qualifications
One must have worked with a wine company in sales/key accounts post.
At least a Bachelor degree with business qualifications (or equivalent level) with emphasis on Sales and Marketing
At least 5 years of sales experience preferably within the FMCG or liquor industry
Ability to self-motivate and influence a multicultural, cross functional team
A self-starter with drive and the ability to set and beat targets, plan their own work and time effectively
Effective people manager, communicator with team orientation
Advanced sales and negotiation skills
Experience and effective structured selling and account management skills
Strong wine selling and influencing ability, as well as solid spirits knowledge
Strong financial awareness and commercial capability
Comfortable organizing and hosting trade and consumer events
Previous experience managing a team
Good numerical ability and commercial acumen
WSET qualified (strong wine selling knowledge)
Good customer focus
Passion
Able to work well in a team
High level of integrity
A person that is accountable
Good planning and organization skills
Ability to influence
Good decision making and analytical skills
Good communication
If you are up to the challenge, send your CV only indicating (Key Account Manager Job Tanzania) on the email subject to jobs@corporatestaffing.co.ke before 12th July 2013.
Please indicate current or last salary. Only shortlisted candidates will be contacted.
The Recruiting Manager
Corporate staffing Services
3rd Floor, Nabui House, Westlands
www.corporatestaffing.co.ke
Corporate staffing Services
3rd Floor, Nabui House, Westlands
www.corporatestaffing.co.ke