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 Liquids Division’s key commercial objectives within a specified customer(s) and overall strategy by establishing and pro-actively managing relationships at multiple levels.
- Coordination of all activities within the customer account (s) taking a bespoke approach based on each customer’s requirements, ensuring that both immediate team members and wider stakeholders within the business are fully aligned to this at all times.

Key Responsibilities:
Delivery of budgeted customer Volume, NSV, and CGP for the Financial Year for relevant Customer/s

Continual evaluation of customer product mix to drive improved profitability (PPU) incorporating initiatives from marketing such as complexity reduction and cost of product recommendations

Responsibility for managing product cost prices to maximise contribution including the implementation of cost increases when required

Development and ongoing management of customer joint business plans where relevant, ensuring thatthese are aligned to business priorities

Taking the lead with buyers to secure the optimum distribution level & fixture space for all supplied products (focussing specifically on the biggest & most profitable skus)

Management of customer relationships across multiple departments (commercial, technical, product development) to optimise results in a complex matrix structure

Effectively manage & resolve all customer pricing queries directly with the customer to ensure a healthy balance sheet and minimise financial losses

Ensuring forecast accuracy is in line with account targets and working collaboratively with the demand planner to implement necessary changes, leading to a volume forecast that supports delivery of CSL & stock targets and informs the businesses financial planning cycle

To be the customer expert within McBride, championing the accounts strategy and ensuring this information is effectively cascaded throughout both the immediate customer team and the wider organisation to maximise the development of the customer relationship.

Lead the construction & communication of the annual customer account plan, ensuring that this accurately reflects the specific requirements of each customer

Promoting continual improvement of processes with the account team to deliver operational excellence within the commercial environment

With relevant input from internal supply chain, lead & deliver customer end to end supply chain projects with a view to releasing as much value as possible

Initiate & lead collaborative, value add customer specific projects in line with the customer defined strategy, utilising resource from across the business to maximise results

Build meaningful relationships with customer contacts at a broader level and ensure their involvement in projects where relevant (eg customer marketing, project based supply chain)

Key Result Areas:
Delivery of Budgeted Sales Revenue (nsv)

Forecast Accuracy and Bias

CSL as agreed by the group (currently 98.5% service level)

End to End projects deliver as defined in objectives

Customer and sku complexity targets

Win relevant contracts as defined in objectives

Relevant and Quantifiable Measures:
No Direct reports

Total customers managed

Total NSV under his/her accountability

Total CGP

skus

Behavioural Competencies / Personal Characteristics:
Selling Skills

Able to independently develop compelling fact based customer business proposals

Can recognise different customer behaviours and adapts arguments to resonate with customers perspective.

Make complex ideas or situations clear, simple and understandable to customers.

Able to identify the right killer facts to support selling propositions & justify the solution, by filtering, grouping and connecting relevant data & information.

Following agreement, ensure all parties are clear on actions & responsibilities to bring the solution to life.

Ensure customer facing meetings are always proceeded with a clear business objective and desired outcome

Knowledge of end to end business processes to ensure selling is targeted to deliver the best business outcome rather than greatest volume or value

Negotiation

Capable Negotiator who can reach effective conclusions within agreed parameters.

Confident and capable of leading day to day negotiations with relevant customer representatives

Prepares effectively and understands the power of effective negotiation planning.

Applies a logical negotiation process with clear vision of Optimal, desirable and walkaway positions.

Understands core negotiation tactics and can handle tactics deployed against them.

Never gives something for nothing

Teamwork

Competent in working in teams, learning from mistakes, supporting others, respect of others opin