Key Accounts Manager

الوصف الوظيفي
To deliver/ exceed the planned volume, revenue and profit targets for the business within the allocated accounts. All aspects of customer development and management within the allocated accounts, whether new or established. Manage business with the developing OT customers through best in-class key account practices through leading a team of supervisors, sales representatives and merchandisers.
1 Planning
1.1 Develop robust, action orientated plans for the allocated accounts that are aligned across the business system. Specifically:
 Phased volume, revenue, net revenue per Kilo, spend and gross profit targets.
 “Vital few” strategies (4-7) that will deliver the overall plan and the specific actions that will deliver each strategy.
 Sales driver targets that will deliver the maximum available business benefit to.
 A promotional plan that will deliver the maximum available business benefit to.
 Align Field on the account plan as detailed in selling edge / Business Plan section.
1.2 Negotiate and sign the LTA with customer based on AOP and Financial guidelines.

2 Customer Management
 Personally penetrate the customer vertically and horizontally to build strong, professional relationships that can be leveraged to gain commitment to the proposed plans. Additionally, lead and coordinate other filed managed accounts by supporting the Regional Managers in their penetration within the allocated accounts.
 Undertake an annual business review with the customer that involves all relevant personnel, reviews what has worked and presents the year ahead at a strategic level.
 Gain commitment from key customer decision makers to the account plan initially and on an ongoing basis.
3 Field Communication / Support for Execution Team
3.1 Make the account plan a reality. Specifically:
 Deliver Volume, revenue, net revenue per Kilo, spends and gross profit as agreed.
 Implement the agreed POP/ sales driver initiatives and targets.
 Implement the promotional plan.
3.2 Ensure that all customer investment breaks even and delivers the best Available business impact for.
3.3 Ensure that customer pricing/ LTA terms are agreed to support the agreed business goals, based on principles and that any changes are based upon an objective business case and are approved by Management.
3.4 Customer administration. Specifically:
3.5 Develop and maintain an account file that contains all relevant customer information, as detailed in selling edge.
3.6 Issue a quarterly report covering customer performance versus target, implementation of the account plan and the outlook for the balance of the year,
3.7 Issue the KA scorecard on a monthly basis.
3.8 Forecasting to the agreed standard.
3.9 Budget management and monitoring, as detailed in the KA Monthly scorecard and budget tracker.
3.10 Account administration as required (e.g. promotional proformas, listing forms, customer reconciliation, etc). Leverage the Key account operating processes as outlined in selling edge to ensure that field are aligned to relevant activities and execution standards within the allocated accounts.
3.11 Proactively report performance status versus objectives to track business performance.
3.12 Project manages & motivate the field to ensure appropriate local activity is delivered within the allocated accounts.
4 Review
4.1 Undertake store checks alongside account visits to understand the real category / situation and to monitor compliance to agreed activities.
4.2 Evaluate key activities/ promotions to determine what works best as a basis for future plans.
5 People (Where Applicable)
5.1 Own and deliver excellent people processes for direct reports. Specifically:
5.2 SMART annual, quarterly, and monthly objectives.
5.3 An annual appraisal based on the objectives.
5.4 Role profile as detailed in th+e Job description and my development competency model.
5.5 Development plan including projects, coaching and formal training.
5.6 Represent career interests of direct reports in line with the CDAP process.
5.7 Ongoing leadership and motivation of direct reports.
5.8 Ongoing coaching and development of direct reports.
5.9 Motivate and leverage other internal human resources to support delivery of the account plan. Such as:
5.10 Marketing dept.
5.11 Finance dept.

المهارات
• Bachelor Degree/Post Graduate in Business
• 5-8 Years of experience in the relevant industry
• FMCG experience
• Leadership
• People Manager
• Problem solver
• Analytical skills
• Planning and execution skills
• Follow-up
• Written and verbal communication
• Motivator

تفاصيل الوظيفة
منطقة الوظيفة دبي, الإمارات العربية المتحدة
قطاع الشركة توزيع السلع الإستهلاكية; الصناعة
طبيعة عمل الشركة صاحب عمل (القطاع الخاص)
الدور الوظيفي المبيعات
نوع التوظيف دوام كامل
الراتب الشهري غير محدد
عدد الوظائف الشاغرة 1
الرقم المرجعي للوظيفة JB3831888
المرشح المفضل
المستوى المهني إدارة
عدد سنوات الخبرة الحد الأدنى: 3
منطقة الإقامة الإمارات العربية المتحدة
الشهادة بكالوريوس/ دبلوم عالي
العمر الحد الأدنى: 30

https://www.bayt.com/ar/uae/jobs/key-accounts-manager-3831888/