Duties & Responsibilities

General:

• Achieve sales according to the agreed volume budget.
• Manage the forecast by key account
• Manage promotional spend and rebates according to budget
• Manage price maintenance
• Control general expenses
• Interface between the customer and all relevant divisions
• Responsible for creating long-term selling strategy in line with business objectives 

New Business Development:

• Focusing on growing and developing existing clients, together with generating new business

·         Plays an integral role in pitching for new business and hold responsibility for the effective onboarding of new clients

• Responsible for the development and achievement of sales through direct sales channels
• Focusing on growing and developing existing clients as well as generating new business
• Monitor, evaluate and leverage trend within and across product categories
• Interface with these customers and management 
• Establishes productive, professional relationships with key personnel in assigned partner accounts.
• Coordinates the involvement of company personnel, including support, service, and management resources, in order to meet partner performance objectives and partners’ expectations

Liaison with Specific Pre Identifies & Segmented Channels:

·         Formulation of trade schemes, promotional activity and maintain optimal service level

·         Gain maximum visibility & ensure availability in Cash & carry, Super markets, HORECA, Retail, Alternate / Emerging & strategic outlets through relationship focus.

·         Formulation of trade schemes/sales driving schemes to ensure all TOP outlets invest more in our business than competition, formulation of Major Volume Customer scheme, annual tie up program, incentive program, discounting structure for Super Markets, Malls, Wholesale etc.

Volume Tracking vs Planned, For The Purpose of Planning & Strategic Decisions:

·         Daily, Weekly, Monthly volume tracking and pushing channel wise sales.

·         Devising short term/long term volume strategies for all listed key accounts.

·         Analyzing price/pack strategy (Separate for every segment) for driving the sale

RTM (Horizontal & Vertical Expansions):

·         Analyze Channel Wise / Segment wise RTM

·         Explore and grow new emerging channels i.e. Retail, Wholesale, Strategic (High Volume outlets in main Markets), Catering chains, Education (Universities, Collages & Secondary Schools)

·         Recommend and implement horizontal and vertical expansion strategies.

·         Recommend & explore possibilities of PRE SALES in Key Accounts i.e. Supermarkets & Cash & Carry.

Capability (Training, Team Building, Motivation):

·         Analyze the training need for Key accounts CRs, Merchandisers & Supervisors.

·         Prepare annual training calendar for merchandisers on merchandising standards

·         Execute continuous training program on Merchandising Standards.

Key Account Structure/Alignment:

·         Suggest ideal sales and marketing organization structure for each segment

·         Align duties and responsibilities to avoid duplication of work.

·         Define role of each level in key accounts department to optimize efficiency.

·         Devise optimum manpower requirement for every channel / Segment.

·         Prepare basic training modules for each level and take them through the same at regular intervals.

Presell evaluation and implementation:

·         Evaluate Presell model

·         Convert one route into presell to test the viability & success.

·         Devise training modules for pre sell model and execute

Projects:

·         Evaluation/survey of new segments

·         Promotional execution

·         Tailored service package implementation

·         Perform other duties as required by the job and/or advised by SM/ Operations Manager in terms of new projects, RTM, advising & guiding entire KA staff including KA Supervisors, KAEs & Key accounts Merchandisers on operational issues etc.

Job Requirements

Education:

Relevant tertiary qualification with specialization in Sales, Marketing or Commerce

Experience:

5 years of work experience in the Tanzanian retail and on premise environment at a management level, preferably within FMCG sector, with a thorough understand of local retail, on premise and wholesale accounts and market dynamics.  Marketing experience is an advantage.

Competencies:

Knowledge Competencies:

Business Acumen and Retail Sales

Working knowledge of the MS Office suite.

Joint Business Plans

Behavioural and Leadership Competencies

Persistence and Result Orientation

Analytical Thinking/Decision Making