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May 29, 2017

KWAL Key Accounts Manager Job in Nairobi Kenya

Kenya Wine Agencies Limited (KWAL)

KWAL is looking for well-organized and highly motivated individuals who are result-oriented to fill the following position: 
Job Title: Key Accounts Manager
Reporting to the National Sales Manager, the job holder will be responsible for driving volume and profit growth in the key accounts they manage and on annual, monthly, customer and brand basis as well as manage relationships with the key accounts.

Function / Division: Commercial
Department: Sales and Distribution

Supervisor / Manager Title: National Sales Manager
Location: Nairobi
Job Purpose: The job holder will be responsible for driving volume and profit growth in the key accounts they manage and on annual, monthly, customer and brand basis as well as manage relationships with the key accounts.

Responsibilities and Accountabilities
  • Develop and implement strategies and tactical plans for key accounts to ensure sustained business growth in the assigned customer market in line with the overall Commercial Division plans.
  • Achieve product availability targets through identifying and negotiating listings and targets for strategic focus brands to drive and maintain numeric distribution by brand category.
  • Enhance product accessibility through identifying and negotiating SOVI(Forward Share Inventory and limit Out of Stocks) and achieving cold and ambient space targets by channel and brand category
  • Promote product affordability on price by ensuring adherence to Recommended Retail Price (RPP) guidelines per strategic focus brand by channel and outlet type.
  • Identify, negotiate, plan and execute activation opportunities such as promotions and tastings with customer in line with national sales plan.
  • Aligning sales functional excellence to changing market demands to the market need of the assigned portfolio to ensure sustained business operations and growth.
  • Establishing and managing winning trading relationships with the key contacts in the allocated portfolio for the overall benefit of the business.
  • Using the SFA tool to analyse the market in terms of demand and use this information to manage metrics including calls, strike rate targets, outlet expansion, sales volume, profit, and expenses associated with selling products to the key accounts.
  • Execute key distribution, placement, pricing and promotion initiatives within assigned accounts to achieve target sales revenue in a profitable manner.
  • Collaborate with marketing teams regarding strategies to develop understanding of product distribution, placement, pricing and promotional initiatives.
  • Effectively gather, interpret and utilize multiple information sources to develop customer-specific tactical plans and programs.
  • Work in collaboration with distributors to ensure that the key accounts are fully serviced as per agreed SLAs.
  • Organize and manage the available human capital within the department through training, development, performance management and proper positioning to ensure optimal productivity and high value services to internal and external customers.
Minimum Requirements
  • Bachelor degree in Business field.
  • A Master’s degree in a relevant field will be an added advantage.
  • A minimum of 5 years’ experience in retail and experience with key accounts preferably in a beverage environment.
  • Practical experience in use of MS packages and ERP systems.
Competencies / Attributes
  • A good appreciation of financial management concepts and profitability analysis.
  • Ability to build and maintain strategic relationships.
  • Good understanding of the sales environment and existing markets.
  • Highly developed customer management skills.
  • Passionate about achieving sales targets.
  • Demonstrated problem solving abilities and solution implementation.
  • High level of integrity.
Relationships and working contacts
  • Internal – sales and distribution, marketing and warehousing departments
  • External – Key Accounts, potential customers, distributors.
Work Environment: This is an office based role with frequent field visits.

How to Apply
If you feel you meet the requirements for this position, send your updated CV with email & telephone contacts of three professional referees and the application letter quoting the Reference number & Title of the position as the subject to : 

The Human Resources Director, KWAL, 

to be received not later than June 02, 2017. 

Do not attach any certificates/scanned documents to your application.
Only short listed candidates will be contacted.
KWAL is an equal opportunity employer and promotes gender equity. 

Canvassing will lead to automatic disqualification.

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