Key Account Manager – Clicks HC Woolworths at Unilever

JOB PURPOSE

• The Key Account Manager (KAM) is responsible for the negotiation and facilitation of order promotional activity, orders and implements the channel strategy for the assigned customers across SA and executes in alignment to the national agreements with UL. Key outputs are setting customer objectives and agreeing regional/store promotional programs in the customers that they call on, while providing support and direction to Territory Sales Managers/ UFS Field Managers.

WHAT WILL YOUR MAIN RESPONSIBILITIES BE

External Customer Management & Operational Execution:

• Implement Customer /Channel strategy.
• Negotiate and facilitate national targets, under direct instruction from the NAM and within the agreed parameters. The KAM owns this process end to end – from pricing, order placement, delivery and all admin that arises from the transaction.
• Ensure KPI of their zone/regional are achieved. 
• Drive the business agenda within your stores nationally, this will include Store Milestone activities (Birthday, Anniversary, re-launch, Banner Activities, etc.)
• Work closely with the UFS team on a store-to-store basis to manage the instore day to day operational execution to minimise out of stocks, damaged stock & claims, ensure rotation of stock and avoid high stock levels. Ensure Category objectives are met within the agreed time frames.
• Delivery of national category targets and the counterparts/KPI’s, aligned to the NAM total annual target.

Internal Customer Management:

• The KAM must align and feedback to the NAM on turnover assumptions, budgets and consequent S&OP forecasting through a robust Bottom-up Build process.
• The KAM will set the regional customer objectives and own the end-to-end operational execution of those objectives, with the support of the UFS Team.
• The KAM participates actively in the NAM’s meetings, looking at the best solution for the business even if not in line for his/her customer.
• The KAM is responsible to manage the overheads within budgets in terms of the Business tools i.e Company Vehicle, Cell Phone, Business Travel, Leave, etc. (where applicable)
• The KAM plays a key role in communicating cross-functionally within the customer’s organization, i.e. The Buyer, Key Admin staff, Order Management, and key SC Contacts.

Experiences & Qualifications

• Completed Degree or B-tech in Commerce
• Minimum 2 to 3 years Key Account Management / Category experience within FMCG
• 2 years of Customer Marketing or Trade Category Management is beneficial
• Management of customer Profit and Loss, specific to category
• Experience in dealing with customer strategy and business planning execution  

Skills

• Customer Management
• Selling Skills
• Negotiation Skills
• Financial Acumen – Trading, Stock & Capital Efficiencies
• Leadership Skills
• Good Communication Skills