Key Account Manager TTRTMRETAIL

Financial Business Management

Customer volume forecasting customer budgeting (including shopper marketing annual expenditure) and TTC delivery phased by month and by category.
Internal and external category mix and profitability must be considered in this understanding.

Analytics & Reporting
Providing an accurate sales forecast annually and monthly.
Use/analyse data sources (promotional activity ROS customer stock holding) and trends to enable sales forecast.
Develops optimal integrated promo plan analyses promo ROI and manage promo investments
Analyse/evaluate customer data generate insights and opportunities to drive growth within customer (Epos Data source Loyalty shopper card Nielsen /Quantitative and Qualitative research data)


Shopper Customer Management ( S&CM)

Understanding of shopper behavior and insights to optimize path to purchase within account.
Collaborative workings with S&CM Team to craft account specific shopper-led activity.
Implementation of NPD and core business support plans

Stakeholder Management

Develop and execute strategic joint business plans with customers/ Use of customer economic model i.e. Penetration x Frequency x Basket spend x Margins - operational cost Cash profit
Drive Thought Leadership with implementing category management principles.
Develop and manage customer relationships.
Represent external customers within the business (Customer Audit/insights/strategies)

Strategy Development

Sales agenda alignment: Apply key sales strategy focus areas into account planning and day to day delivery.
Channel alignment: Build an account plan closely aligned to the Channel strategy and purposely develop on the strategic principals where specifically applicable to the account.
Account alignment: Build an account plan with Business Sales and Channel strategic agendas that focusses on a sustainable financial delivery for the current period and sets out a clear account vision into the future.

Selling & Negotiating

Utilization of selling and negotiating tools/skills to drive value creation for Beiersdorf as well as the customer by leveraging the correct portfolio mix which aids in driving overall category profitability
Business management: Joint business planning to drive growth for Beiersdorf and customer using the Customer Economic Model.
Cross functional leverage: Working with Trade Analytics team to identify gaps/opportunities in account and working with S&CM team to plan activity based on identified gaps/opportunities.

Operational Execution

Share of shelf: Ongoing engagement with customer to ensure allocation of correct share of shelf
Placement: Ensure correct placement of ranged skus in accordance with agreed planogram.
Distribution: Ensure availability of ranged skus.
Promo compliance in place where agreed
NPD on shelf as per agreed ranging: KAM to have NPD listed and ordered into DCs 2 weeks post STT


Sales Administration

Price increase: communication and agreement obtained within customer SOP
NPDs: list and range per store profile
Assortment: agree correct assortment on shelf through distribution reports.
Maintain price file to current.
Agreed activities documented and saved on share drive.

Education :BCOM or equivalent

Experience

As this is a strategic growth Channel this position requires a minimum of 4-6 years National key account management.
Working with an independent large retail account
National Key Account management and customer exposure
Proven track record managing a diverse client within Traditional Trade