Leading fmcg company. Be responsible to effectively manage National and Key top-end retail accounts in South Africa (national level), ensuring alignment to the business strategy to support volume and value growth.
Key Outputs and AccountabilitiesSeek and identify strategic partnership opportunities within top end retailer key accounts to drive revenue growth.Manage margin and revenue growth in National Accounts as per agreed annualised value and volume targets by applying the Occasion, Brand, Price, Pack, and Channel execution framework optimally, aligned to the business strategy.Devise the annual Customer Business Plan, aligned to the Channel and Brand plan. These plans incorporate the strategic direction for the coming year and addresses programme by pack and category.Monitor the ongoing performance of the Customer Business Plan and optimise plans to support value growth and market share gains.Ensure key internal and external stakeholders (service providers and customers) are aligned to the Customer Business Plan and the execution thereof.Negotiate and ensure the execution of Customer trading terms, aligned to the business' strategic intent, and take corrective action where necessary to deliver optimal return on investment.Ensure cross-functional (e.g. operations, supply chain, trade marketing, category teams, analysts, regions, etc.) alignment to support deliverables of the Customer Business Plan.Revenue growth management within the beverage category through the implementation of optimal promotion, execution and brand campaigns in order to drive value share gains.Identify category market opportunities and collaborate with internal and external stakeholders to capture opportunities that enable optimal return on investment.Manage and build Customer relationships by collaborating with National and/or Regional Account Customers on an ongoing basis, to drive mutual business growth.Utilise market research to devise, negotiate and implement campaigns that drive performance aligned to Key Performance Indicators (KPIs) of National and/or Regional Account Customers.Ensure compliance to corporate governance protocols to drive good corporate governance.Implement and launch New Product listings and support it through promotional activities within National Account Customers.Understand the Customer dynamics, systems or software solutions and drive systematic business alignment to deliver optimal collaboration.Collaborate with internal support functions (e.g. Pricing, Finance, Supply Chain, Credit, Category, etc.) to better service customers and drive operational excellence.Ensure Accounts are in an optimal financial position, which may include the resolution of pricing claims. Qualifications and Experience Minimum of a 3-year Commercial degree.Post Graduate studies (e.g. a Master's in Business Administration) will be advantageous.Sound understanding of customer business plan and the execution thereof for relevant customer (e.g. pack margin and pack role per customer, etc.) business RTM strategy and relevant customer's operating model to ensure optimal alignment.Competitor insights.Minimum 8-10 years key account experience with the top-end retailers (Shoprite / Pick 'n Pay) on a national level
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