国/地域: South Africa
KEY JOB ACCOUNTABILITIES:
To service, develop and manage a portfolio of accounts in line with the Brand / BU strategy
Build a strong partnership and intense working relationships with key accounts.
Manage accounts sales growth and profitability in line with BU/entity objectives.
Create and implement an annual business plan taking into account all levers of growth: commercial agreements, marketing actions, education, merchandising and retail opportunities, profitability, trade terms…
Monitor the accounts’ performance against business plan and develop alternative strategies when needed.
Communicate critical business information to the appropriate internal contacts for action.
Develop and manage the team. Ensure development of expertise and know-how and support organisation changes
Coordinate and inform field forces on Accounts related developments and priorities.
Under the supervision of the Commercial Director, build the business plan with the account(s)
Contribute to the commercial vision by sharing account perspective, risks and opportunities
Build, accurately forecasts and achieve the account (s) results: turnover, market share, profit
Plan all growth drivers accordingly
Prepare and lead the Account (s) negotiations, escalating when relevant. Build the action plan to implement the Division and channel strategy
Ensure execution and tracking down to store level and sell out
Suggest plan adaptation when needed
Act as the expert of his account to feed a retailer-centric account planning process, to ensure as much alignment as possible
Build a retailer specific business plan , and a compelling story to get retailer buying in
Build deep customer intelligence and strong network with key stakeholders at the retailer’s
Work closely with other departments (Supply, Category Management/ Business development, Finance, Marketing)
Connect Account key stakeholder of all functions with their L’Oréal counterpart
Ensure the consistency of L’Oréal voices when speaking to the retailer.
TECHNICAL, PROFESSIONAL COMPETENCIES REQUIRED:
B Com or equivalent business degree
Ability to build and maintain strong working relationships
Strong conceptual/creative thinking
Computer literacy on MSOffice – Advanced Excel proficiency MANDATORY
Solid administration & organizational skills
Solid Commercial understanding and sensitivity
Good negotiating skills
Sound communication skills (written & verbal), coupled with the effective ability to interact with people at all levels
Ability to work flexible hours to meet deadlines
Team player – support the team objectives / sales goals
Reliable, energetic, proactive, punctual & able to work independently
Operational SAP Knowledge
Demonstrated business understanding & ability to synthesize/analyse data and generate insights
2 years Key Account Management experience at national level, preferably
Knowledge of market, customer expectations and brand(s)
Mastering P&L account management
Strategic thinking skills
Sales ethics and sensitivity to legal issues and competition law
Strong excel skills