Job Description

A leading pharmaceutical company is seeking a Key Account Manager to be based in Gauteng, the role will be responsible to manage selective Key Accounts and Sales Fields in the KZN and Eastern Cape.
Lead & manage allocated Customers & Sales and Merchandising Partners (SMP) to achieve allocated sales budgets, volumes and value objectives.
Responsible to train and motivate the SMP team to deliver world-class service.
Align and implement the company sales and marketing strategy with key accounts and sales agents.
Requirements:

• Sales & Marketing Diploma/degree an advantage
• Experience:
• 8 years sales experience, with 3 years at senior level within a target driven environment
• Proven track record of Key Account Management
• Exposure to FMCG - Fast Moving Consumer Goods channel
• Computer knowledge, specifically MS office applications
• Knowledge of Budgeting, principles, etc.
• Superior people skills
• Excellent motivational Skills
• Strong leadership Skills
• Excellent organisational Skills
• Sound written and verbal communication skills.
• Driving accountability
• Drive and energy
• Initiating action
• Building and maintaining stakeholder relationships
• Cross-cultural awareness
• Impact and influence
• Organisational understanding
• Business understanding
• Facilitating and managing performance
• Attracting, developing and retaining talent
• Strategic focus
• Articulating and cascading the vision and values
• Decisive insight
• Team leadership

Responsibilities:

• To achieve FMCG sales & gross profit (GP) targets and be a profitable channel across key accounts:
• Manage stock returns effectively:
• Establish supplier of choice status by our trading partners
• Build & maintain a high performance winning team
• Responsible too achieve FMCG sales & gross profit (GP) targets and be a profitable channel across key accounts:
• Budget vs Actual Sales performance
• Ensure regional activation implementation
• Cross-functional integration between FMCG customers and Nativa supply chain team.
• Distribution tracked with site cover reports.
• Penetrate markets with new customers and channel
• Use of Distribution trackers, Site cover reports, Item sales & stock reports to track & increase numeric distribution in all channels.
• Manage stock returns effectively
• Minimize returns & manage regions credits in line of company policy & procedures, with regards to Return merchant authorisations (RMA's), damaged by customer, expired stock, short dated stock and financial write off.
• Drive and address the returns register process.
• Establish supplier of choice status by our trading partners
• Meet and manage service levels to distribution centre.
• Quarterly reviews done with all trading partners.
• Maintain and manage communication with all leads in accounts, distribution centre and distribution.
• Training for Sales and Merchandizing partners (SMP) & healthcare advisors of the trading partners.
• Drive and address order efficiency meeting.
• Build & maintain a high performance winning team
• Lead Sales and Merchandizing partners (SMP) by example.
• Setting realistic goals to SMP - Incentives, Activations, etc.
• Align marketing campaigns with sales operations strategies to increase brand awareness and sales in the channel.
• Increased Sales in the region by supplying the right mix of products to the different stores (ranging).
• Reduce trading costs and increase GP by not over dealing on promotions in the Independent accounts and maintaining regional deals. Lower trading terms for new accounts.
• Make sure all co-ops & broadsheets are implemented as planned.
• Structure incentives (brand campaigns) for SMP to aim for stretched target & work for their sales commissions.
• Adopting Tools of trade - supplier portal (i.e. PnP portal, B2B), internal operations systems & Activation guide - compliance tracker.

Candidates that meet the criteria may submit their applications via this portal or via vacancy link on www.mnarecruitment.com
Should you receive no feedback within 7 days, please accept your application as unsuccessful.

Skills Required