Responsible to: National Key Account Manager
Responsible for: Key Account Executives If Any
Job Purpose
- Support development, and ensure implementation of customers
- Plans that are aligned with overall business strategies and
- achievement of profitable sales objectives.
- Must be able to influence, inspire and drive performance with minimal direct management responsibility for Account Stakeholders.
Department Strategic Objectives:
- Lead in the delivery of Joint Business plans with the customer towards the achievement of the overall organisation business and growth objectives in key accounts.
Context/Scope:
- A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.
Key Accountabilities
- Ensure achievement of agreed Customer targets/KPIs
- Manage the business partnership with Key Accounts
- Customers including development and implementation of Joint Business Plan
- Define and execute plans for the key accounts Customers in line with business requirements
- Lead the implementation and excellent execution of all channel/category activities for Customer channels
- Provide inputs into the Commercial Planning process.
Measurement/Performance Indicators
- Availability and quarterly reviews of annual Joint Business Plan with Key Account
- Timeliness and quality of implementation of the Joint Business Plan
- Target vs. Actual performance volume/value, KPIs etc.
- Monthly account reconciliation
- Coaching/ Training sales team.
Internal & External Relationships:
- National Key Account Manager
- Line Managers Marketing/Sales/Channel/Supply Chain/Finance
- Key Account Managers
- Key Accounts Customers
- PZ Marketing & Sales network.
Qualifications
- First Degree in any discipline
- Computer literacy MS Word, Excel, PowerPoint
- Experiences: What experience brings success to this role
- Minimum of 3 years in marketing or sales
- Understands Customer and Field Sales Management practice
- Has demonstrated success in the previous role
- Knowledge: What does the person need to know
- Good knowledge of business objectives and priorities.
- Good knowledge of Joint Business Planning process
- Working Knowledge of core Commercial Planning process IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs.
- Knowledge of Distributor Management
- PZ Cussons Leadership competencies.
