Key Account Manager Retail at Puratos

Position Overview

Based at Nairobi in Kenya, in order to build our team, we are currently seeking an:

(Nairobi, Kenya)

Reporting directly to the Sales Director, the successful candidate for this key function will develop profitable sales, in line with the defined objectives and to create a partnership with the assigned key accounts, in line with the channel strategy. To do so he/she will define and implement the account strategy and lead the national business development teams.

Key Accountabilities

• Manage the relationship with the Account’s organization:
  • Map the customer’s organization
  • Set up the Puratos’ customer team and organize the meetings with the customer’s DMU at multiple levels. Formalize in the contact matrix (ref Key Account Plan)
  • Organize a yearly business review to develop the joint business plan for the coming year
  • Customer Intelligence:
  • Build the customer profile and keep it up to date
  • Maintain all relevant information up to date in the Account Fact File – including the history and confirmations of the Terms and Conditions.
• Key Account Planning & Execution
  • Develop, formulate and implement a Key Account plan for the accounts managed
  • Align the Key Account Plan & objectives with the international business development teams in case of global/regional accounts.
  • Organize a central customer project list (SANCOC, CRM) and keep this up to date.
  • Manage all related activities and projects, like category management projects - together with the business development team (field sales, tech support, marketing, operations…)
  • Participate in international meetings and communications, for example, via the Channel Portal with Puratos teams to exchange Best Practices and improve our overall performance with this customer
• Business Management
  • Follow up & report on the customer’s KPIs: sales results, service level, quality, profitability, budgets. Clarify deviations and initiate corrective actions where necessary
    Report progress on the account plan on monthly basis to local and international stakeholders
• Pricing and profitability
  • Keep the overview of the customer’s commercial conditions and budgets up to date
  • Confirm the conditions and budgets each year to the customer in line with the Puratos procedures
  • Collaborate with Pricing officer to manage customer specific pricing, integrating all commercial conditions
  • Give support to Regional/Global account managers, like international price comparisons

Profile/Competencies

• Business & result driven
• Strong interpersonal skills, like establishing easily contacts
• Analytical skills
• Good sales and negotiation skills
• Strong technical base in Bakery and Patisserie
  • Finished goods
  • Ingredients
  • Production process (ISB, CPU or 3angular)
• Team player, animator and leader
• Project management competences
• Fluent in English and Kiswahili.
• Proven track record in Key Account Management
• Preferably university or college degree
• Field sales, Trade marketing, Category management or Consumer marketing experience is a plus

Offer

Puratos provides a dynamic, entrepreneurial environment that encourages our people to take initiatives and bring ideas that will contribute to the success of the company. Of course, Puratos offers a competitive package (salary, group insurance, healthcare, training…) but additionally, offers you a position that you can further develop and shape.