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Tuesday, September 07, 2010
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SpotLight Job |
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Recruiter |
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Multinational FMCG |
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Country |
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Saudi Arabia |
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Government |
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Not Specified. |
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City |
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Not Specified. |
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Job Title |
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Key Accounts Manager |
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Job Detials |
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Key Accounts Manager Job Description & Profile:
Essential Job Functions:
• Keep face-to-face contact with own sales people and stay current on revenue data and inventory.
• Conduct morning briefing with own sales team discussing.
• Maintain Inventory Control.
• Coordinate with branch manager for credit limit for new customers.
• Respond to and follow up sales enquiries and delegate to sales representatives accordingly.
• Ensure that display & visibility of company SKUs are in line with market share and BDA agreed with customers, and in compliance with company planograms.
• Follow-up with merchandisers and sales representative on visibility & display implementation.
• Support sale representative for the execution of agreed promotion(s).
• Initiate market visit (3 days per week) and document availability, visibility and pricing of company SKUs.
• Consolidate and report daily market visit findings and improvement points.
• Provide on the job coaching for sale representatives & Merchandisers.
• Assist sales team & merchandisers for any issues faced at outlet level by providing creative solutions.
• Conduct WIM with own team including a review on last week’s activities and action plan, finally communicating next week’s action plan to branch manager after having agreed on details with Sales representatives.
• Set weekly objectives and plan, organize, direct and control sales staff to meet these objectives.
• List all SKUs in all key outlets within the assigned area and provide justifications for outlets with limited listings.
• Advice branches, sales force, the marketing and trade marketing teams on competitors’ new product(s) listing.
• Track sales expenditures by customer.
• Monitor/ report weekly on competitor activities (big events, new products, promotions).
• Prepare / update reports required by management (price survey, Listing tracker, visibility tracker, new product tracker, etc…).
• At the beginning of each month, counsel with each salesperson to establish realistic sales objectives for the month and action plan.
• Communicate monthly commercial objectives to customers and establish a way forward to reach them.
• Assign sales target for each customer to be in line with total customer sales target.
• Responsible for achieving total sales target and account sale target.
• Communicate / Follow-up on promotional SKU listings and ensure modifications are done on the customer’s end.
• Reactivate blocked and disabled SKUs.
• Review product sheet to check product description, barcode and price.
• Conduct quarterly business review presentation with customers.
• Prepare / conduct presentation for new product launches.
• Coordinate with the marketing Dept. to develop the quarterly promotional plan on customers level to achieve sales target and customer penetration strategy.
• Work collaboratively with sales team and merchandisers by sharing best practices to maximize growth of product(s) within set customers’ portfolio.
• Continuously aspire to deliver more than expected sales team KPIs on daily, weekly, monthly, quarterly and yearly basis.
• Negotiate appropriate business development agreement (BDA) with key customer contacts to drive profitable business growth
• Contracting and negotiating terms of agreement with customers.
• Develop, update monthly routing plan for sales representative.
• Use SMART yearly objectives to help salespeople maximize their potential as KAM is responsible for their personal development.
Profile, skills:
• Looking for experienced middle level manager who have worked minimum 3 years in a similar position with leading companies in FMCG industry. (P&G, Unilever, Reckitt benckiser etc…) preferably within Saudi Arabia.
• University education.
• Must have good knowledge of Microsoft office application mainly power point and excel
• Age not exceed 35
• Mastery of English is a must. French is a plus.
• High sense of planning and organization.
• A good leader especially when it comes to managing his people
• Lives by and promotes company procedures and values
• highly ethical and transparent
Interested?
Send your CV to officer5@skillinvest.com
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