Recruiter: Armada Careers , Nairobi | Contract Type: Permanent | Salary range: Confidential

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Key Accounts Manager

Summary

Our client Beiersdorf East Africa is an FMCG company looking to recruit a Key Accounts Manager. To develop and implement sales, merchandising and distribution strategy for retail Key accounts. To grow sales of NIVEA brands and develop solutions that resonate with customer needs while ensuring all initiatives are consistent with company’s overall strategy.

Job Purpose

To develop and implement sales, merchandising and distribution strategy for retail Key accounts. To grow sales of NIVEA brands and develop solutions that resonate with customer needs while ensuring all initiatives are consistent with company’s overall strategy.

Primary Responsibilities

  • Develop and execute strong and focused retail strategy for Beiersdorf East Africa Ltd brands to achieve agreed revenue and volume targets
  • Define a clear strategy and ensure excellent in-store execution to deliver high impact visibility and maximum shopper interaction
  • Negotiate, Implement and maintain share of shelf, planogram layouts, secondary displays and Point of sale materials in the assigned stores
  • Define and implement Beiersdorf East Africa SKU distribution and merchandising standards per channel. Coordinate with Marketing and regional managers for execution excellence
  • Identify high-performance/ potential accounts or stores and develop both long and short term programs to grow them sustainably in terms of Product, Placement, Price & Promotion
  • Negotiate and seal trading terms, promotion, distribution and visibility agreements with Key Accounts through a JBP contract for current and new products
  • Develop customer and competitor insights, identify key gaps, develop and recommend plans to address the gaps
  • Manage Company's relationship with customers with an emphasis on developing new business opportunities. Establish strategic, cross-functional relationships and regular dialogue with key customers by conducting monthly performance reviews
  • Support the selling process through order management by self, merchandisers and regional sales team to ensure achievement of sales objectives, deliveries & cash collections efficiencies
  • Optimize trade budget by tracking and evaluating all promotional activities
  • Manage direct report(s) effectively by keeping track of their performance to achieve set objectives
  • Safeguard company assets and maintain high integrity

Knowledge, Skills & Experience

  • Degree/Diploma in Sales & Marketing or any other related field
  • 3 years relevant experience in Sales or Marketing
  • Superior communication and negotiation skills
  • Strong customer service skills
  • Quick to action skills
  • Ability to build and maintain strong business relationships
  • Report writing and presentation skills
  • Planning and organization skills
  • Strategic and analytical skills
  • Team player
  • Strategic thinker in developing account plans

KEY PERFORMANCE INDICATORS

  • Achievement of sales targets on a monthly basis
  • Execution of merchandising standards and planograms for assigned retail channels
  • Prompt payments from customers
  • Preparation of quality and on- time reports
  • Strong relationships between Beiersdorf and key decision makers/ influencers in outlets

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