Key Account Manager

If you are ambitious, self-motivated, hardworking and a team player and interested in growing your career with an International FMCG business, please read through our job opportunity.

Key Purpose:

Ownership & responsibility for the achievement of the key commercial objectives within specified accounts(s) in line with company's strategy whilst pro-actively managing relationships at multiple levels.

Key Responsibilities:

• Delivers budgeted customer Volume, NSV (Net Sales Value), and Margin for the Financial Year for relevant customer/s with support if required.
• Continuously evaluates customer product mix to drive improved profitability incorporating initiatives from other departments such as complexity reduction and cost of product recommendations.
• Takes responsibility for customer prices whilst following margin policies and aligning with financial approval matrix.
• Negotiates contracts involving subject matter experts in line with company's governance.
• Manages tender(s).
• Evaluates on a weekly/monthly basis result vs. budget turnover, volume turnover and profit targets & agrees with line management which actions shall be taken.
• Develops and manages customer joint business plans where relevant, ensuring that these are aligned to business priorities in agreement with line management.
• Collaborates with the Demand Planning team to ensure that the forecast is accurate and in line with the account target.
• Manages the relationships across multiple customer departments (commercial, technical, product development) to optimise results in a complex matrix structure.
• Is the customer expert within McBride, ensuring customer needs and requirements are effectively cascaded throughout the wider organisation to maximise the development of the customer relationship.
• Generates a key account plan where required in line with McBride's strategic long-term goals. This is broken down into short- / mid- / long-term actions and priorities in agreement with line management.
• Focusses on continual improvement of processes with the internal account team to deliver commercial excellence.
• Contributes to customer specific projects in line with the customer defined strategy, utilising resource from across the business to maximise results.
• Monitors the market (including competition), keep a market overview and report changes.
• Provides the Partnership Champion with all relevant information.
• If required, takes on the responsibilities of a Partnership Champion for one (or multiple) customer(s). Details of these responsibilities are mentioned in the Partnership Champion addendum.

Key Result Areas:

• Delivery of Budgeted Sales Revenue (NSV)
• Delivery of Budgeted Margin (cgp @ current)
• Wins and defends relevant contracts
• Forecast Accuracy
• CSL
• Projects delivery
• Customer and sku complexity targets

Technical Competencies:

• Basic Knowledge: sufficient familiarity with the subject to know basic principles and terminology and to understand and solve simple problems.
• General Knowledge: sufficient knowledge of a field to perform most work in normal situations. The work calls for comprehension of standard situations and includes knowledge of most of the significant aspects of the subject.
• Advanced knowledge: advanced knowledge of the subject matter. The work calls for sufficient comprehension of the subject to area to solve unusual as well as common work problems, to be able to advise on technical matters and to serve as a resource on the subject for others in the organization.
• Comprehensive knowledge: requires complete mastery and understanding of the subject. This term should be used sparingly and only for unusually exacting or responsible positions required to originate hypotheses, concepts, or approaches.

Qualification(s) & Education:

(Please describe graduate calibre within relevant discipline).

• Bachelor up to Master / University degree in Business / Sales / Commercial or equal through experience
• Account management experience (required)
• Experience of selling Private Label / Value Brands (desirable)
• Experience of managing projects in the area of Sales / Marketing (required)
• Experience and thorough ability to operate in a fast-paced environment (required)
• Experience of working with or in manufacturing, supply chain, purchasing or marketing (required)

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