Job Purpose
Responsible for the full commercial management of assigned Key Accounts, including revenue growth, profitability, SOB expansion, Joint Business Planning, and execution excellence, aligned with Organica Nutritions strategic objectives.
Key Responsibilities
- Responsible for managing key accounts:
- Listings in Major Key Accounts
- Sell in of New Product Introduction
- SKU Expansion for not yet carried products/brands
- Collaborates internally with multi-functional teams (Marketing, Store Visit Team, Finance, Admin, and Logistics) to deliver business results; while also serving as the link between customers.
- Ownership of Joint Business Plans with top key customers (TTA, customer calendar promotions, in-store interventions, merchandising).
- Monitoring sales and financial reports and analyzing them in pre-defined cycles.
- Lead and maintain relations with relevant stakeholders.
- Lay down and achieve operational and organizational goals in conformity with the Organica Nutrition strategy.
- Ensure the following functions are performed:
- Identify and establish contact with potential customers. Find leads toward prospective clients by proactively looking for pertinent information and constantly exert effort to establish contact with them to create new business.
- Build and maintain strong relationships with existing customers through persistent and constant contacts either through personal visit, telephone calls, or e-mails.
- Respond to sales inquiries from existing, new, and potential customers.
- Make accurate, rapid cost calculations and provide customers with quotations.
- Inform customers on any product development and discuss promotions (if any).
- Maintain the companys customer database management with customers updated information.
- Provide feedback of customers to enhance products and service delivery.
- Assist in identifying opportunities for new products and for the development or enhancement of existing products.
- Monitor and report competitor activities and general market trend to help identify business threats and opportunities.
- Equip self with product knowledge so as to clarify queries or doubts raised by the customers.
- Advise customers about product safety and handling.
- Keep track of own sales performance, always aiming to meet or exceed targets.
- Achieve Key Accounts KPI: Revenue, Profit, Customer Service, payment collection.
- Credit & Collection Management:
- Drive payment collection and achieve target across the customer base.
- Ensure customer credit is kept within the targeted guidelines of the business.
- Ensure team understanding and compliance to agreed policy on credit management.
Job Requirements
- Education: University or College Degree in Sales & Marketing related field
- Experience: Minimum 3 years of work experience in Key Account Management (Experience managing national or regional pharmacy chains, modern trade, or distributor linked key accounts)
- Skills:
- Highly proficient in English (both written and spoken)
- Experience in Managing Major Local Key Accounts at Head Office level
- Strong account management and relationship building skills
- Good knowledge MS Office, Google Mail
- Background in FMCG or Consumer Health is preferred
- Excellent critical-thinking and data analysis skills
- Ability to perform, budget and manage forecasts
- Strong excel / google sheets capability
