The Head of Key Accounts Manager is a senior sales leadership role responsible for managing the Off Premise Key Account team. This team is responsible for the sales volume and profitability targets for major national Off Premise channels and customers across South Africa. The Head of Key Account Manager needs to be able to devise a long-term strategy with medium term vision, based on thorough understanding of customers, channel trends and opportunities, with attention to detail. This senior role requires a 'hands-on' leader, who sets bullish goals, with clear expectations, ultimately delivering on key initiatives. This person needs to feel comfortable with taking calculated risks, identifying and exploiting opportunities, in order to achieve business advantages.
Areas that play to your strengths
All the responsibilities we'll trust you with:
Lead and manage the implementation of Red Bull's commercial strategy at all key customers, with the objective of being the #1 beverage brand in South Africa.
Develop long and mid-term customer strategies in line with the overall business objective.
Implement national price strategies and establish the customer pricing accordingly.
Deliver a promotional plan that drives share and category growth and protects channel profitability.
Analyse available data sources (e.g. Nielsen, scanner and customer data) and derive customer’s growth opportunities.
Continuously plan sales forecast and prepare trade spend budget to hit profitability targets.
Develop plans for annual business and effective promotion.Prepare yearly negotiations (including different scenarios) with focus on Red Bull’s sales drivers and Red Bull’s customer spend strategy.
Produce excellent conceptual selling decks and establish Red Bull as the category leader.
Conduct and lead yearly negotiation process at key customers.
Understand constitutionality and how best to use this as a part of revenue growth management.
Agree with customers on Red Bull’s Perfect Store concept/ VIP programs/ Profit Zone concepts.
Lead the continuous tracking and monitoring of volume and profitability targets by using existing sales report as well as commercial reviews with KAM and controlling (CPM2) BI
Support, prepare and discuss success of executed plans (e.g. promotions) with customers and internal stake holders to highlight Red Bull's contribution to customer's business.
Use insights and data to manage key decisions impacting profitability, volume and share gains.
Track trade terms and price increases to ensure full visibility across Off-Premise customers
Continually research to understand customer needs better and respond with programmes (in line with the brand equity) that are mutually beneficial.
Develop effective partnerships for Red Bull to be regarded as key supplier and engine for profitable growth.
Strive for Category Captaincy with key strategic retailers within the energy category.
Build strong intercompany networks and establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies and conceptual sells.
Lead and manage a first class Off Premise Key Accounts team, across retail, discounters and wholesale channels.
Develop talent and capabilities of Off Premise Key Accounts team by ongoing mentorship and training.
Provide ongoing coaching and feedback with formal target setting as well as mid term and year end review for all direct reports.
Set and conduct meetings and tasks routines for entire team.
Your areas of knowledge and expertise
that matter most for this role:
- University Degree, preferably Economics/Business Administration.
- A proven track record of 5-10 years professional experience in Key Account/Commercial Management, ideally with FMCG/beverage background.
- Experience and a proven track record in managing and developing successful commercial teams.
- Cross-functional experience in Trade Marketing/Consumer Marketing/Field Sales Management is a plus (not mandatory).
- Excellent network of existing contacts and trade relationships is vital.
- Proving success in managing value chains, controlling budgets, including investment and optimizing investment buckets.
- Proven success in tactical planning / strategic ability -- develop specific, valuable, innovative and commercially focused strategies but also grasp the 'bigger picture'.
- Commercial acumen -- strong understanding of sales processes and financial systems. Strategic and innovative commercial awareness. Ideally can work with SAP/BI to plan and track sales results.
- Analytical skills -- strong planning and negotiation skills with a sound understanding of financial bottom line implications of sales and marketing decisions. Able to analyse sales and customer data, take the best conclusion, develop initiatives with the highest value for the shopper, customer and Red Bull.
- Negotiation experience -- successful front line retail negotiation experience and problem-solving skills.
- Presentation skills -- demonstrate great presentation skills that provide highly relevant and commercially viable strategies/processes in a clear, concise and empowering way.
- Fluency in English (verbal & written),Other languages are an advantage
- Travel 50-60%
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