Key Account Manager - Modern Trade - Agri Firm

KEY ACCOUNT MANAGER- MODERN TRADE

The Key Account Manager is over all in charge in the management of the National Key Accounts base in Nigeria. Other functions are collaborating with Regional counterparts, Trade Marketing, and Marketing Team in developing Business Building Programs align with the Brand Strategy.

Client: One of the largest in food business in Africa

- Base: Lagos, Travel within Nigeria

- Reporting line: Head of Sales

- Direct reports: Key Account Specialist (KAS)

Key

Roles/Responsibilities The Key Account Manager is responsible in the achievement of the following;

- Develop the Business Strategies, JBP- S and specific action plans, consistent with the company's overall Sales and Marketing Strategies.

- Achievement of Monthly Sales Target and AR Collection.

- Preparation of analysis of Sales Trend to determine gaps and opportunities to further grow the Key Accounts being managed.

- Weekly update of Competitive Pricing Report (CPR)

- Preparation and implementation of Business Building Programs which includes:

a) Account initiated promotions,

b) Sales initiated promotions and

c) Marketing initiated promotions

- Review of the P&L per account in order to ensure that budget spending does not exceed desired cost to sales ratio.

- Manage relationship with Buyers and other stakeholders of the Key Accounts.

- Collaborations with the Sales Team managing the Regional Branches of Key Accounts in terms of promotional activation, new product listing, merchandising, display, & pricing guidelines, and agreement with Head Buyers.

Skills :

Qualifications - Master's Degree with 4+ years of experience

- Minimum solid five (5) years experiences in the FMCG Sales Operation in the Modern Trade Channel as KAM.

- Excellent Sales Presentation and Advanced Negotiation Skills

- Knowledgeable on various MS Office application software

- Proficient in English language, both in oral and written

- Considerable knowledge in Basic Finance (cost analysis and promo spend analysis)

- Good level of decision making skills

- Possesses keen awareness and sensitivity of market changes

- Must demonstrate Core Behaviors

KPI - Sales Volume Target & Sustainable Volume Growth

- Numeric Distribution & Weighted Distribution

- Display PLANOGRAM / Pricing Compliance

- Promotional Activation (Planning / Preparation / Implementation & Post Evaluation)

- Market Intelligence (CPR, Share of Shelves)

- Cost to Sales Ratio (CSR)

- Account Receivables