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Key Accounts Manager

1 month ago

Johannesburg, Saudi Arabia Coffee Importers and Roasters Organisation CIRO Full time

Job Specification:
Key Performance Areas:
Key Account Management Group Client Profitability

  • Improve and maintain operating profit value and operating percentage by Group Customer
  • Secure price increase on time and in line with the business requirements
  • Deliver and improve technical NSV in both Channel and Group Client

Client Relationship

  • Drive the formal approach to Customer Relationships at key levels with the KAM team
  • Identify and implement retention plans for top groups with SLA and MOU agreements
  • Ensure that the client brand standards are communicated and delivered

New Business Development

  • Drive initiative that will ensure that lucrative National Group Business is secured
  • Manage the Marketing spend managed across all aspects, POS, promotions, trading terms within budget

Management of Cost Savings initiatives

  • Review budget on Weekly / Monthly and Quarterly basis
  • Maintain costs
  • Identify and Manage cost saving initiatives with Customers

Lead & Manage the Key Accounts Management team

  • Drive the team to support regions in the achievement of sales targets.
  • Manage the KAM team’s performance and identify any training needs
  • Lead and steer Global principles of Lavazza Italy
  • Responsible to take global brands Lavazza as well as closed coffee solutions Lavazza capsules, technical
  • competence and global equipment partnerships and World Class training SCAE Specialty Coffee Association of
  • Europe credentials and capabilities to specific markets

Regional & National Operational Relationship

  • Drive the KAM update to regions of Top Group activity with PI’s and reviews
  • Collaborate and work with Sales Executive to deliver National Sales Targets
  • Regional Feedback of activity by Top Groups Subjective review each quarter by all Regional Manager

Qualifications and Experience:

  • Matric/Grade 12 Certificate
  • Business Related Degree / Diploma/Qualification
  • 8 – 10 years in Management role within the Key Accounts Management function
  • Proven experience in managing a budget
  • Sales systems and procedures
  • MS Office
  • Advanced selling and negotiation skills
  • Report writing and analysis

Other requirements:

  • Must have Food Service / Hospitality Industry background

Competencies:

  • Thinking Analytically
  • Minimising risk
  • Planning and organizing
  • Maintaining productivity
  • Interpreting data
  • Attention to detail
  • Seizing business opportunities
  • Articulating information

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