Key Account Manager

Ntice Search Solutions; KwaZulu-Natal; On-site; ZAR 200 000 - 300 000; Full time

Job summary

A leading recruitment agency in South Africa seeks a Key Accounts Manager responsible for managing and achieving sales with allocated customers. This role involves cultivating strong client relationships, conducting customer visits, and ensuring sales targets and budgets are met. The ideal candidate will possess a keen understanding of customer needs and have proven experience in sales and account management.

Qualifications

• Proven experience in sales and account management.
• Strong analytical skills to assess stock and sales performance.
• Ability to manage budgets and forecasts.

Responsibilities

• Manage sales and budgets for assigned customers.
• Develop and maintain long-term customer relationships.
• Conduct monthly customer visits for performance analysis.

Skills

Sales Management

Customer Relationship Management

Strategic Planning

Communication Skills

Job description

Laceys Key Accounts Manager Duties

Responsibilities and KPI’s

Name: _____________________

Date: _____________________

KAM Signature: _____________________

Manager Signature: _____________________

What is a Key Account?

A key account is someone who is fully responsible for managing the allocated customers. They manage sales and stocks, relationships, and ensure a steady and long‑term business relationship with existing clients while maintaining growth. They are also required to seek and obtain new major customers for the business.

Key Accounts Duties and Responsibilities

• Manage and achieve sales and budgets with allocated customers across all divisions within Laceys for the financial year.
• Manage and achieve sales within allocated customers across all buying categories.
• Develop and maintain good long‑term business relationships with customers.
• Visit customers at least once per month, unless otherwise agreed. Each visit includes:
  • Manage current business.
  • Drive promotions.
  • Manage stocks.
  • Generate orders.
  • Plan forward.
  • Tackle any issues.
  • Analyze stock and sales performance.
  • Ensure stocks going to stores are merchandised effectively and correctly, and report back on any corrections, critiques or praise.
  • Store visits.
  • Present new possibilities to the customer in terms of range and successes with other retailers.
  • Execute tasks correctly and time‑sensitive.
• Acquire a clear understanding of the customer’s operation, needs and requirements and know who to deal with across all divisions and categories.
• Expand the business relationship with customers by continuously proposing solutions to meet their needs, such as:
  • Presenting new products.
  • Proposing monthly deals and buys.
  • Market research into what’s working for them so we can source accordingly.
  • Managing forecasts of core KVI’s to ensure stock availability.
  • Executing promos time‑sensitive.
  • Managing existing stocks within their business to avoid aged and over stocks.
• Obtain new relationships with major retail chains not already working with the company.
• Ensure the correct products are presented, placed and delivered to customers time‑sensitively.
• Serve as the link between company and division strategy and execute with your relative customers.
• Always be punctual to customers and peers, arrive early for meetings, submit earlier than the required deadline, respond to customers within 24 hours.
• Resolve all issues and problems faced by customers and deal with complaints to maintain trust.
• Maintain strong product knowledge across the business; undertake this task on your own time.
• Range presentations and showrooms happen twice a year. The KAM is responsible to ensure presentations are done with all retailers and buyers within the allocated deadline times.
• Showroom setup is mandatory twice a year and is after hours; there will be no exceptions as this is an opportunity to learn and understand the new products for the upcoming year.
• Pre‑plan showroom documents for each customer before presentation, providing a clear and set direction.
• Maintain and update planning documents for all key account customers; re‑save by the 7th of each month for the previous month, including:
  • A neat and completed planning document.
  • All data accurate and updated as at the end of the previous month.
  • All sales data, POS and stock on hand accurate.
  • All pricing accurate and relevant.
• Use KAM template documents for tasks performed for sign‑off purposes.
• Monthly reporting of sales, stock and customer performance, filled onto templates provided.
• Budgets – KAM is solely responsible for acquiring customers' budgets, including rep‑driven accounts. Forecast monthly on sales within allocated deadlines.
• Stock – KAM is solely responsible for the stock for their customers, forecasted to ensure planners and BUMs have stock. Forecasts updated outside the two major periods, 15th April and 15th December.
• Systems – follow systems for smooth processes, including:
  • Ensuring price lists are up to date.
  • Ensuring clean orders submitted to warehouse.
  • Managing expectations from order to delivery.
  • Following all planning doc and KAM templates correctly.
  • Meeting all deadlines.
• The KAM’s ultimate responsibility lies in delivering on what it means to be a Key Account Manager – full responsibility for all customers, no exceptions.

Key Accounts Manager KPI’s

Judged monthly, quarterly and yearly across these categories (include weighting %):

• Overall sales achieved by division – number based.
• Overall GP% achieved vs budget – number based.
• Overall account management by division – peer based.
• Deadlines achieved – peer based.
• Company/division strategy being executed – peer based.
• Store visits – peer based.
• Customer call cycle – peer based.
• KAM admin – peer based.

Key Accounts Manager Commission Structure and % Weighting vs KPI’s

• Commissions paid out monthly, 1 month in arrears.
• Commissions reset and re‑aligned quarterly; missed commissions can be recouped in other months within the same quarter.
• Commission earned on sales over‑achieved may be recouped if the overall quarter is below expected sales levels and budgets.
• Weighting for peer‑based judgements increased to ensure duties are followed.
• Commission paid from R1 once 85 % of your budget has been achieved; thereafter commissions are paid per achieved level.
• Additional commission paid on over achievements of budgets above standard rates.
• “Clean Sweep” incentive: top performance across all KPIs results in an additional paycheck at year end. Criteria:
  • Achieve 100 %+ of overall KAM budgets.
  • Achieve 95 %+ across all divisions.
  • Achieve overall budgeted GP %.
  • Achieve 90 % on peer‑based KPIs.

Note on KPI Monthly Review Document

The detailed KPI matrix is embedded in the original document. (This section acknowledges the matrix but is omitted here for brevity.)