National Key Account Manager at Unga Holding

Job Description

The National Key Account Manager role’s primary purpose is to grow the business revenue and market share in all Modern Trade and Key Accounts through maintaining excellent relationships with customers, excellent Key Account Team Leadership and Management and great in trade and in store execution.

Key Responsibilities:

Team Management – 30% of Time

Lead the key accounts team to deliver exceptional results by making sure team members are clear on their role, have clear KPIs and targets and the same are monitored and assessed frequently (Daily, Weekly and Monthly) and corrective actions taken
Develop and train on sales routines for the Key Account Managers and Merchandisers
Mentor and coach the team and ensure capability development happens
Ensure adherence to company policies and processes by the team
Effective management of all agencies providing manpower resources to the business specifically merchandising and brand ambassadors

Financial Management – 25% of Time

Deliver volume and revenue target within Modern Trade and Key Accounts
Achieve targeted margins by focusing on the sales mix
Ensure adherence by customers to the company’s accounts receivables policy
Develop and effectively managed customer marketing support budgets
Effective management of market returns
Effectively monitor and motivate for price adjustments to ensure we remain competitive in the trade

Relationship Management 25% of Time

Build deep and maintain lasting relationships with key chains decision makers to ensure we are top of mind and are considered valued partners
Schedule and arrange Top to Top meetings and market visits to foster good working business relationships between key chains and top management of the company
Development, execution and management of joint business plans based on pay for performance model to achieve company objectives
Be the champion of Excellent Customer Service within the company by ensuring Modern trade customers issues are documented, understood and resolved within the shortest time possible as per SLAs
Address and resolve any customer quality concerns with the help of the Quality Manager

Trade Execution – 20% of Time

Develop and implement channel strategies for the different sub channels within Modern Trade
Together with the respective Key Account Manager, develop chain specific strategies and plans to ensure collaboration and achievement of company plan
Develop, Deploy and maintain picture of success within the chains with special focus on key metrics of OSA, SOS and SOVI
Management of trade offers to drive revenue, loyalty, visibility, volume and share
Development and execution of shop in shop strategies to increase points

Experience required for this Role

Degree in business related field
10+ years’ experience in FMCG within Sales with at least 5+ years in Key Account Management
Good knowledge of trade partner operations