Key Accounts Manager at The Coca-Cola Company

Key Purpose Statement

To manage Key Accounts and to manage execution of Local Key Account Strategy in the Region by ensuring the required Revenue and Margin growth in these channels is met. Furthermore, implement at a regional level, the sales strategy for the respectful regions within all relevant channels to increase stills volume & value, National and Global Key Accounts, Small Key Accounts, Omni channels-Ecommerce

Key Duties & Responsibilities    

• Manage volume and revenue growth on behalf of the bottler system by category for stills (Energy, Water, Sport, Juice, RTD).
• Manage execution standards as per Picture of success and agreed joint business plans
• Manage overall chains adherence to trading terms and contracts.
• Execute customer business plan against business deliverables.
• Identified growth and profit opportunities.
• Generated appropriate category and customer strategies and tactics to build the customer plan.
• Integrated Company and Channel strategy with Category and Customer Marketing plans.
• Implemented the customer and channel business plan.
• Identified the implementation accountabilities of the Customer Business Plan.
• Ongoing basis workshops with customer regarding their independent business plans and utilises this information in developing future account plans.
• Set up promotional grid by pack and category, and support regional implementation of the plan.
• Manage promotional spend within the promotional framework and annual budgetary requirement.
• Manages new SKU listings to customer and implements.
• Negotiates permanent, promotional and ad hoc space with customer.
• Executes quarterly (or as per agreement) business reviews by customer.
• Attends frequent weekly trade visits to customer stores with relevant regional Key accounts sales representative personnel
• Understand pack margin and pack role per customer in order to optimise revenue growth. 
• Utilise market research and analysis such as Nielsen, loyalty data etc to formulate programmes and feedback to customer.
• Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation.
• Customer relationships and engagements. Build effective relationship with Key Account customers within the channel
• Builds personal relationship with customer through various interactions such as charity sports days, customer conference participation, corporate golf days, host at local and international conferences and sporting occasions.
• Interacts at all levels within the organisation such as senior buyers, buyers and clerks.
• Problem solving and conflict handling/resolution

Skills, Experience & Education    

Qualifications

Bachelor’s degree in Commerce or any business related field

Experience

• A minimum of 5 years  Sales experience in FMCG industry preferably food & beverages with atlleast 3 years as a sales manager or,
• 4 Years Key accounts sales representative iwthin an FMCG environment
• A minimum of  1 Year experience managing teams
• Prior experience in MSD  is an added advantage