Key Account Specialist - End User at Stanley Black & Decker, Inc.

KEY RESULT AREAS

• To create a demand for B&D consumer products with modern trade customers and B2b/online customers across EA with a focus on Kenya, Uganda, Tanzania & Ethiopia.
• To manage key accounts and ensure adequate stocks at floor level to maximize sell out. Work with accounts to plan promotions and maximize sell out.
• To conduct market research on product gaps and pricing to be the “voice of the customer” with product teams
• To analyze white spots in the market coverage for the consumer products and work closely with distributor to increase the same.
• To increase market share across key accounts in Africa.

CRITICAL INCIDENTS

• Key account (end-user) planning – regular visits, build relationship and confidence with the end-user.
• Identify needs of the end-user, propose and expedite the solution
• Continuously update product knowledge and build competence in proposing effective solutions via demonstrations for end-user applications highlighting features benefits and advantages.
• Ensure the marketing objectives are met by focusing on categories that increase brand share.
• Provide regular training to distributors and promoters on NPI’s and existing range.
• Retention of Accounts (End-users)
• Liaise with sales teams and dealers to ensure quotations and orders are expedited efficiently.

ACCOUNTABILITY

• Achieve annual sell in/sell-out targets based on focus categories for the target market.
• Achieve New product sell-out targets
• Achieve new customer acquisition targets.
• Communicate & Implement marketing campaigns to the end-user.
• Key account (end-user) reports in the prescribed formats for review with managers.
• Support Marketing events such as dealer/ end-user meets and road shows.
• Responsible for ensuring that product is available for sell out and displays are in line with planned promotion/sell out activities.