Key Account Manager - On Trade

The role is accountable for key account and international outlets in Modern On Trade (MOT) outlets delivering the following key activities:-

• Deliver the On Trade Key Account’s annual KPIs in line with the overall Company’s annual operating Plan.
• Build relationship with account outlets.
• Identify potential outlets/ areas/opportunities to dominate in terms of volume and branding. 
   

Key Accountabilities:

1.Account Acquisitions

• Aggressively acquire new key accounts, convert potential ones from competitor and defend existing outlets

2. Achieve On Trade Key Accounts annual profits

• Review business performance and identifying opportunities in outlets/ period by creating promotional/ calendar activities
• Grow profit by ensuring profitable product mix
• Ensure outlet acquisitions are within the company’s broad guideline in terms of spends

3. Distribution/ promotion and events

• Lead distribution of new product launches in outlets and ensure that key products are made available
• Manages stakeholders i.e. TM/BM in selling in promotion/ events

4. Account/Contract Management

• Ensure outlet contracts are signed within the Co’s broad guideline in terms of targets and sponsorships
• Ensure all sponsorships and payment milestones are compliant with the company’s policies
• Manages legal pursuit with CRL on overdrawn outlets
• Engages to drive better relationship with Trade Partners
• Enhance the business relationship with the trade partners by providing value added services and consultancy advice on the business. Identify potential and recommends in emerging area

5.Teamwork and Collaboration

• Encourage team to have a healthy and collaborative working relationship with regions in contract negotiations for new and existing chains.
• Work closely with regions to ensure all operations are executed on-time-in-full

Requirements:

• Bachelor’s degree in Business, Marketing, Economic or equivalent
• Minimum 8 years experience, preferably in Sales, from FMCG industry with at least 3-5 years of Key Account Management
• Proficient in English, added advantage for conversant in other languages
• Strong negotiation & influence skills with proven track of success
• Excellent analytical thinking and communication skills
• Ability to identify opportunity to create value
• Agile thinking
• Willing to work at extended hours
• Event coordination experience