KAM

Humankind Group; Johannesburg; On-site; ZAR 600,000 - 900,000; Full time

Job summary

Humankind Group, a leading international FMCG organisation in South Africa, seeks a seasoned Key Account Manager to manage a portfolio of B2B retail accounts and build long-term strategic partnerships.

You will engage with head office buyers, lead annual strategic planning, define deals and pricing, drive promotions, listings and cross-functional projects, and analyse performance to maximise ROI.

This role requires high-level planning, sharp analytics and meticulous execution.

Responsibilities

• Take part in annual strategic planning through a cross-functional team process
• Create an annual business plan for each key account, covering deals, forecasting, promotions, marketing initiatives and the budget needed to achieve KPIs and maximise ROI
• Submit account plan proposals aligned to jointly developed channel strategies, with input on brand, trade activation, promotions, sales performance and projections
• Finalise plans through the ASP approval process and present tactical initiatives to stakeholders
• Manage accounts through the trading terms process and regular KPI-driven business reviews
• Build strong, lasting relationships with key account stakeholders
• Source new customers to grow the business
• Plan promotions, marketing themes and deal pricing by quarter with buyers, 3-6 months in advance
• Structure pricing and deals while working with the buyers marketing team on in-store, online, digital and social execution
• Build deals around retail themes and marketing calendars, factoring in retail prices, internal and external margins and end-user discounts
• Ensure promotions go live on the due date and are executed successfully
• Maintain yearly customer marketing calendars
• Build full product knowledge and sell on features and benefits
• Create presentations and pitch new products to buyers to secure in-store and online listings
• Complete listing documents accurately and follow up to ensure correct listing, forecasting, ordering, pricing and online visibility by launch
• Keep product information on retailer portals up to date
• Analyse monthly sales in and out, stock levels, days cover, forecasts, slow movers, dormant and discontinued stock, and top and underperforming stores
• Pull data from customer portals and turn it into reports that identify problems, solutions and opportunities, with corrective action
• Track planned versus actual ROI and quarterly targets

Job description

A leading international FMCG organisation is seeking a well-seasoned Key Account Manager to manage a portfolio of B2B retail accounts. If you are passionate about building long-term strategic partnerships while delivering on both parties commercial objectives, this role is for you. Retail works 3-6 months ahead, so the role calls for high-level planning, sharp analytics, strong execution and meticulous attention to detail.

You will engage with buyers at head office level across major South African retail and e-commerce accounts, and you will be directly involved in pricing decisions and deals.

The role

Strategic planning and account management

• Take part in annual strategic planning through a cross-functional team process
• Create an annual business plan for each key account, covering deals, forecasting, promotions, marketing initiatives and the budget needed to achieve KPIs and maximise ROI
• Submit account plan proposals aligned to jointly developed channel strategies, with input on brand, trade activation, promotions, sales performance and projections
• Finalise plans through the ASP approval process and present tactical initiatives to stakeholders
• Manage accounts through the trading terms process and regular KPI-driven business reviews
• Build strong, lasting relationships with key account stakeholders
• Source new customers to grow the business

Promotions, deals and pricing

• Plan promotions, marketing themes and deal pricing by quarter with buyers, 3-6 months in advance
• Structure pricing and deals while working with the buyers marketing team on in-store, online, digital and social execution
• Build deals around retail themes and marketing calendars, factoring in retail prices, internal and external margins and end-user discounts
• Ensure promotions go live on the due date and are executed successfully
• Maintain yearly customer marketing calendars

New product listings

• Build full product knowledge and sell on features and benefits
• Create presentations and pitch new products to buyers to secure in-store and online listings
• Complete listing documents accurately and follow up to ensure correct listing, forecasting, ordering, pricing and online visibility by launch
• Keep product information on retailer portals up to date

Data, reporting and performance

• Analyse monthly sales in and out, stock levels, days cover, forecasts, slow movers, dormant and discontinued stock, and top and underperforming stores
• Pull data from customer portals and turn it into reports that identify problems, solutions and opportunities, with corrective action
• Track planned versus actual ROI and quarterly targets