Permanent - National Key Accounts Manager - Johannesburg - South Africa

Job Purpose:

The National Key Account Manager is responsible for ensuring the growth in revenues and profitability of the OTC business by managing and leading the KAM team to develop and implement effective sales strategies that meet the business unit’s objectives. 4 direct and 4 indirect reports and will need to contribute towards their development by providing appropriate coaching, people management & technical input. Will be a member of the OTC commercial Leadership Team, responsible for cross-functional collaboration to develop and achieve the business unit’s common goals (strategic & operational). Travel required – within South Africa and neighboring counties.

Key Job Outputs

• Provides leadership for the day-to-day operations of the KAM department, while maintaining focus on the teams strategic goals.
• Management and full accountability of the KAM strategy to achieve the annual Operating Plans revenue and profit objectives.
• Management of the Gross Profit deliverables within the Operating Plan through effective portfolio management of the Business Plans with key customers
• Manage stock levels with key accounts/ wholesalers/ distributors and advise on customer inventories
• People management and development: to coach & mentor the national key account managers to help them achieve their individual portfolio objectives
• Contributes towards the development of, and responsible for the compliant implementation of the pricing policy – annual pricing strategy, discounting, rebates and other trading terms
• Legal and compliance – management of SOP’s and sales agreements for the OTC Division
• Management of the business relationship with in-house distribution Management of the business relationship with the 3rd party sales & merchandising agents
• Be part of the sales forecasting process (inventory and sales tracking)
• Management of the Sales Operating Expenses within Plan
• Management of the Trade Marketing Budget within Plan
• Collaboration – strong cross-departmental collaboration
• Responsibility for day to day sales administration

Performance Measures:

• Accountability for Sales vs Budget
• Accountability for all Expense vs Budget
• Organisational Relationships:
• Internal Interactions: Commercial, Channel Head, Marketing, Finance, Logistics, Regulatory Affairs, Legal
• External Interactions: Key Account customers, Supply Chain, Merchandising agents

 Requirements:

• Post graduate qualification in Commerce / Business or equivalent
• Minimum of 7 -10 years sales experience
• Minimum 5+ years in a senior management role within the FMCG/OTC/Pharmacy industry
• Excellent people management skills need to be demonstrable
• Track record of developing winning plans to deliver against set targets
• Ability to lead and motivate internal and external team members
• Strong account management and relationship building skills – demonstrable connections / business relationships with major key account customers
• Sound negotiation skills to ensure business to business success and growth
• A highly strategic, positive and driven individual with strong commercial acumen
• Strong influencing skills with an ability to interact effectively with senior leaders cross functionally
• Excellent communication skills, including presentations, meeting facilitation, and one-on-one/small group
• High levels of creativity, problem-solving and entrepreneurship
• Excellent analytical skills, including ability to frame issues and opportunities clearly and succinctly