Our client is an international organization that sells various products mainly wine, is looking for a Key Account Manager.
The main purpose of the job is to manage all sales and marketing activities within and around Dar-es-Salaam to drive distribution and create profitable growth for the Company, while at the same time providing value add to customers and key brand owners / principals.
Job Duties and Responsibilities
Deliver the objectives, strategies and tactics to beat the budgeted targets (Revenue/GP/Vol/Investment)Managing day to day business and monitor progress through accurate reporting to achieve targets, for revenue and gross profit as agreed with the Country Manager and Head of International MarketsMonitoring progress weekly and reporting monthly around financials, Key Performance Indicators (KPIs), category and key brand performance in market and competition using Tableau data systemBuilding strong and ongoing business customer relationships across all accounts at all levels of the business to ensure satisfaction and sales growth in on trade customersKPIs are pre-agreed, measured, reported and adhered toCreate outlet universe for hotels, resorts, casinos, premium bars, clubs and restaurants as well as relevant local clubs, bars and restaurants. Segment and prioritize to grow listings in current accounts with the Key Accounts Manager partner. Then agree and target a list of new business accounts to increase distribution of wines, premium spirits and non alcoholic beveragesSet account list priority, call frequently and objective led calls to map and build up monthly journey plansTarget 20 objective led customer calls per week. Spend 2 nights in the trade on outlet visits checking agreements with customers and following up on any issues. On odd weekends work to support events, dinnersSet account distribution targets on lead brands, supported by in bar activity to drive rate of saleWork closely on marketing and brand plans, distribution targeting, activation initiatives and reporting of key brand ownersConduct competitor analysis of portfolio, pricing, promotions and category/customer share and ensure that relevant information is shared with relevant parties internallyPrepare bespoke outlet beverage lists and provide training for key food and beverage staff maximizing company market shareDetermine, set and monitor adherence to price schedules and discount rates. Lead customer discussions to advance the sales process, value add rather than price, tying up agreements and grow profitable shareProvide accurate monthly forecasts for all key product lines, by customer, to avoid out-of-stock scenariosManage the ordering process with the country manager and OIP team and following up orders to planning process and ensure a smooth stock rotation and inventory management to reduce costs and working capitalManage credit liability through assessing credit worthiness, setting reasonable credit terms with the organizations finance, and managing timely collections on a monthly basis with all customers, on time and in fullAssist in planning and execute promotion plans and brand building initiatives, product launches etcPlan and host on trade customer, consumer and principal wine tastings, dinners and events in outlets and the organizations retailInnovate new promotional ideas to encourage customer footfall, visibility around the point of purchase and increase rate of sale in key customers to help grow the organizations distribution, listings and sharePerform other duties as requested by the line managerAt least a Bachelor degree with business qualifications (or equivalent level) with emphasis on Sales and MarketingAt least 5 years of sales experience preferably within the FMCG or liquor industryAbility to self-motivate and influence a multicultural, cross functional teamA self-starter with drive and the ability to set and beat targets, plan their own work and time effectivelyEffective people manager, communicator with team orientationAdvanced sales and negotiation skillsExperience and effective structured selling and account management skillsStrong wine selling and influencing ability, as well as solid spirits knowledgeStrong financial awareness and commercial capabilityComfortable organising and hosting trade and consumer eventsPrevious experience managing a teamGood numerical ability and commercial acumenWSET qualified (strong wine selling knowledge)Good customer focusPassionAble to work well in a teamHigh level of integrityA person that is accountableGood planning and organization skillsAbility to influenceGood decision making and analytical skillsGood communicationIf you are up to the challenge, send your CV only indicating (Wine Company Key Account Sales Manager Dar-es-Salaam Tanzania) on the email subject to jobs@corporatestaffing.co.ke before 12th July 2013.Please indicate current or last salary. Only shortlisted candidates will be contacted.
