Reporting to: Head Sales and Operations
Job Purpose:
To devise and drive strategies for driving sales growth across the Retail business,
including identifying new business opportunities and managing customer relationships
and objectives in order to contribute to the achievement and delivery of strategic
organisational objectives. This includes leading and directing the Retail Key Accounts
Team and acting as a key contact for large retail customer accounts i.e.
Required Learning
Minimum 10 years' experience in an FMCG / Retail / Trade Marketing/
Operations environment with a proven track record of key account
management at a senior level.
Strong relationships with key customers and stakeholders, especially large
At least 3 years managing teams.
Solid exposure within healthcare, personal care and/or home care is
Key Job Outputs:
Customer engagement and management
Actively build, maintain and grow strong relationships with Customers and
relevant departments and internal stakeholders to encourage sales and
Ensure comprehensive understanding of customer strategic objectives
through interaction with relevant stakeholders.
Engage NKAMS with regards to customer plans and interrogate previous
plans and performance against agreed plans, ensuring comprehensive
understanding and alignment to customer strategic objectives
Attend regular meetings to update management, review plans and optimise
processes including third parties
Manage effective flow of information.
New Business Development
Negotiating price increases, trading terms and product deals with customers
and ensuring successful implementation and profitability/return on
investment.
Source new business opportunities in line with operational capabilities.
Grow current business and manage cross selling opportunities.
Be aware and have a sound understanding of competitor analysis and
distribution.
Achievement of profitability, sustainability and financial targets
Compile forecasts and budgets and present to the Sales Head for sign-off.
Implement, monitor and manage budgets, providing regular reports the Sales
Head.
Timeously identify variances in budgets and formulate action plans to
address based on history of accounts.
Implementation and optimisation of business strategies and plans
Regularly analyse relevant data and conduct gap analyses to determine
delivery of strategies and plans.
Act as interface between customer needs, retail KAM needs and Operations,
ensuring effective communication at all times.
Develop and implement measures to address problems/gaps.
Ensure continual focus on improved delivery/customer relationships.
Ensure compliance of the Retail KAM team to instituted processes and
procedures.
Leadership and team management
Through effective inspirational and practical leadership, facilitate the
creation of accountable, full-service teams who understand and strive to
meet the needs of all customers, customer and group objectives.
Create and encourage a high-performance culture focusing on delivery of
objectives.
Take full responsibility for performance of all direct reports, motivating and
managing them in relation to quality standards and agreed benchmarks and
objectives, focusing on all aspects of sound people management, such as:
Performance Management
On-the-job training, coaching & mentoring.
* O salário de referência é obtido com base em objetivos de salário para líderes de mercado de cada segmento de setor. Serve como orientação para ajudar os utilizadores Premium na avaliação de ofertas de emprego e na negociação de salários. O salário de referência não é indicado diretamente pela empresa e pode ser significativamente superior ou inferior.