Job description
Partners with key account customers to develop the Pernod Ricard brands and optimise profitability. Implements the business plans and promotional activities.
Coordinates account management activities in territory to provide a good customer experience.
JOB SCOPE AND CONTEXT:
Field based with 10% time spent in HQ, local/international travels
Target driven, pressured environment
RESPONSIBILITES
1. Sales and growth in market share are increased through targeted sales activities.
A. Support a strategic business plan for the allocated key accounts
Execute plans completed in consultation with Sales Director and customers
Executions are customer focused, include channel strategies and take into account the objectives of PRN
Market share sales and sales targets pursued with rigour
Sales/promotion plan executed in line with budget and taking resources into account.
B. Implement the business plan
Plans are reviewed and adjusted depending on the market environment
Weekly reviews completed with customers and reports submitted to NKAM
Customised activity plans for each customer followed
PRN brands and POS material presented to a high standard
Calls and sales volumes recorded
Documentation required for the opening of new accounts collated
Objectives for each key account customer achieved
Win-win customer deals negotiated
Pricing is managed at a responsible level and ensures that retailers make a healthy margin on PRN brands
Plans implemented within agreed budget parameters
Customer queries and problems resolved OTIF
C. Maximise sales through promotions and category management
Promotions managed within budget and in line with brand strategies
Store layout, category development and shopper behaviour used to maximise return on investment
PRN range is listed correctly and in line with the customer key account profile
D. Coordinate the key account activities
Cycle Activities planned and managed
Activities tracked and priorities set
Deadlines met
Stakeholder Relations
1. Productive relationships with internal and external stakeholders maintained
A. Develop a collaborative relationship with Sales Operations Manager
Trade spend utilised appropriately
Promotions and deals communicated effectively
B. Develop a collaborative relationship with Trade Marketing Manager and Marketing
Right quantities of POS advised
Promotions cycles respected
Trade marketing plans delivered according to agreed deadlines and in line with brand strategies
C. Liaise with the Area Sales Managers
Area Sales Managers aware of key account business plans as well as the monthly/ quarterly promotional cycles
D. Build relationships with customers (Head Office and stores)
Increased sales volumes negotiated
Customer queries and problems resolved effectively
Finance
1. Budget managed effectively
A. Advise NKAM annual capital and operational expenses
Accurate forecasts made
Budget compiled and approved in line with policy guidelines
B. Manage costs against approved budget
Potential areas of saving and optimisation highlighted
Expenditure aligns with budget
Employee Management & Motivation
1. Talented staff recruited, developed, managed and motivated
A. Recruit talented Promoters and Merchandisers
Vacancies filled in line with policies,
Suitably qualified equity candidates given preference
B. Develop employees
Suitable development opportunities and training identified
Development plans implemented
Promoters & Merchandisers are coached
Knowledge and training is applied
Promotions recommended where appropriate & Applicable
C. Manage performance
PR vision and values shared
Expectations and objectives clearly communicated
Performance monitored through review meetings held at least monthly.
Feedback on performance provided
Promoters & merchandisers salaries paid on time & in full
Desired Skills and Experience
Degree Level.
3 years commercial experience (liquor industry or in a FMCG environment will be added advantage)
Drivers License
Interested and suitably qualified candidates should click here to apply online.
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