国/地域: South Africa
Develop & drive the channel strategy. Lead a team of KAM’s to negotiate & implement appropriate plans to meet profit, share, distribution & sales ambitions.
§ Responsible for the CPD range of brands within the Food Channel of to meet desired business objectives and KPI’s.
§ Lead the Trade negotiations for annual trading terms/promotional spends/Merchandise agreements to be aligned with the Channel & Brand strategy
§ Manage the Gross to Net, Channel and Customer profitability aligned to the Budget plan.
§ Co-ordinate the KAM Negotiation listings/ranging within channels and liaise with Category management both internally and externally to secure shelf display/points of interruption against the desired look of success.
§ Collaborate cross functionally with Finance, Business Planning, Marketing, Business Development, Operations and Field Teams to fuel profitable sustainable growth.
§ Forecast and plan volumes and revenues in accordance with approved 4 P strategies.
§ Develop L’Oreal SA as the No.1 Partner with FMCG Food Customers in South Africa but offering international perspective on local environment – Deliver outstanding results with Advantage Trade Survey.
§ Commercial ( Develop relationships with Snr Key Account Contacts and Merchandising Executives of the channels in which you participate)
§ Negotiate annual, quarterly plans with customers.
§ Ensure that New Launches are achieved timeously – speed to market in line with channel /Brand strategy ( Present launches, negotiate distribution and launch package)
§ Planograms / Ranging ( Co-ordinate and send through account specific planograms)
§ Work with merchandising and Field team to develop Point of Sale ideas in line with channel strategy (Negotiate permanent POS material)
§ Logistics (Manage OOS issues, forecast and manage returns)
§ Commercial – Allocation and Management of co-operative advertising spend in line with targets and business channel objectives
§ Co-ordinate the channel Forecasting ( Manage and Update account stock report)
§ Communication to various levels of the business (marketing management , supply chain of the relevant channel sales and promo analysis to maximise information for future growth-Analysis sell through data (monthly)
§ Ensure that the Admin of the key accounts team with regards to promotion provision forms is done and raise contract deal sheets
§ Achieve volume and net turnover targets
§ Control discount & Average Nets (targets)
§ Control Co – Op ( Targets)
§ Debt control – liaising with debtors to ensure prompt payment
§ Maximise space & distribution in store
§ Account admin & forecasting
§ Strong Analytical skills
§ Excellent win/win negotiator at all levels from stores to senior management
§ Advanced Excel : reviewing and analyzing data, formula’s etc
§ Good/Advanced Powerpoint presentations skills
§ Good presentation skills
§ Self starter and self motivator
§ Team Player
§ Able to get things done
§ Admin orientated ( all admin pertaining to the role)
§ Deadline orientated
Education & Experience
§ Tertiary education in Commerce/Marketing
§ Min 4-5 years Key account management in related channel and preferably across channels
§ Previous experience in multinational dealing with Multinational clients in the FMCG environment, preferably Health and Beauty.
§ Previous experience in formal Retail preferable