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Key Account Manager

Job Ref
271622
Job Type
Permanent
Employer Type
Recruitment Agency
Date Added 18 Jan 2017
Expiry Date 4 Mar 2017
* There have been 8 applications to this job.
* This job has been viewed 2085 times.
Employer:
SET Consulting

Location:
Gauteng (Jhb)

Salary:
ZAR18000 - ZAR25000

Benefits:
benefits + commission


Role details:
To recruit new customers, as well as maintain and grow existing customer base from na external point of view, and to grow the market share in the areas of expertise.
- - - - - - - - - - - - - -
To recruit new customers, as well as maintain and grow existing customer form a externalpoint of view, and to grow the market share in the areas of expertise.
KEY PERFORMANCE AREAS CORE ACTIVITIES and ACCOUNTABILITIES
1. Drive and develop key relationships with customers ongoing a) Build and enhance professional relationships with key customers through regular visits and reviews so that you are able to understand, anticipate and meet their needs. Always behave in a professional manner and with integrity.
b) Plan and implement your call cycle in such a way that appropriate time is spent in visits to service all existing customers regularly and also to recruit new/ potential customers. Plan to visit existing customers at least every second week. Ensure that you are accessible to them so that they can contact you regarding needs/ difficulties/ queries. Ensure customer satisfaction.
c) Visit contractors on site and establish their needs (including on items not stocked and bulk items).
d) Advise customers honestly and correctly. Recommend the correct quantities for the right applications. Advise customers of current and forthcoming promotions to encourage purchases. Obtain orders and ensure that they are processed and delivered at store level.
e) Update customers with new price lists and specials during visits.
f) Attend to customer complaints and concerns and ensure that appropriate, corrective action is taken.
g) When planning customer contacts, review customer profitability prior to visits and follow up on details of any outstanding payments. Continue to follow up with and assist debtors department until problems are resolved.
h) Complete a call report for every customer visit including a review of how we are servicing the customer. Fill in full details of the visit and provide feedback to the regional key accounts manager, branch manager and sales manager trade. Mention/ detail all sub-contractors on site, if applicable.
i) Monitor customer deflections and contact lost customers to re-establish relationships and regain support. Minimise customer deflections by ensuring customer satisfaction. Follow up on dormant accounts and make contact with customers
2. Recruit, retain and grow new customers a) Monitor and analyse the growth of your customer base (including deflections, recruitment and frequency). Actively seek new business. Do cold canvassing - identify new sites and visit them. Follow up on all leads.
b) When visiting new/ potential customers, market the company, establish customer needs and indicate correctly and honestly how Company could satisfy these needs. Recommend correct products for correct applications. Inform customers of the details and benefits of being an account customer (applicable discounts), of deposit accounts and contractor card options. End meetings politely and positively where customers are not interested. Obtain orders and ensure that they are processed at store level and delivered on time. Always behave in a professional manner and with integrity.
c) Complete a call report for every new/ potential customers visit. Fill in full details and provide feedback to the regional key account manager, branch manager and sales manager trade. Mention/ detail all sub-contractors on site, if applicable.
d) Ensure visible exposure for Company on site to help attract new business (Company/ contractors boards and/ or
'estate agent' type boards). Retrieve 'estate agent' boards on completion of projects and return them to the store.
e) Ensure that the paperwork for new account/ cardholder applications is correctly and accurately completed, that all supporting documentation is attached and that required signatures are present. Return applications to the applicable department/ branch so that the account application can be processed. Ensure that contractor cards are made with correct details and deliver these to customers/ contractors in time.
JD_Key Accounts Manager_Nov 14 Page 2
3. Achieve sales and gross profit budgets and targets a)
b) Develop and implement action plans to achieve sales and gross profit budgets and targets agreed with the regional key account manager, branch manager and sales manager trade.
Ensure that customers are informed of products other than their usual purchases (Cross-selling). Promote higher margin products to ensure balanced gross profit results. Analyse relevant BI reports.
c) Work out prices, as relevant, for account, contractor card and deposit account customers. Work out tenders, as required. Forward big tenders to the tenders/ quotations department and complete all the relevant paperwork. Quote customers accurately on prices. As required calculate VAT inclusive and VAT exclusive prices for customers. Where required, accurately calculate margin on cost prices to arrive at appropriate selling prices - always ensure that the required margin will be achieved.
d) Ensure all Intellibuild, Databuild, leads to business and large CKS counter quotes are followed up timeously with a view to acquiring new sales
e) Ensure accuracy of Regional price list
4. Liaise with suppliers, other key account managers and other departments a)
b) Contact and liaise with suppliers to agree on action to rectify any problems that arise on sites. Follow up to ensure resolution.
Where special orders are required, liaise with the supplier to ensure availability of items and agree on delivery after ensuring liaison with the regional key account manager, branch manager, sales manager trade and merchandise department.
c) Inform other key account managers when your customers are active in their areas and discuss customers' needs with them. Agree on action to meet customer needs and follow up to ensure implementation.
d) Liase with merchandise, dispatch, receiving and replenishment department to ensure that customer needs are met.
5. Provide feedback to relevant parties a) Provide regular weekly and monthly feedback, review and reporting (as required) to the regional key account manager, branch manager and sales manager trade on sales analysis, competitors and their pricing, customer/ contractor needs, account problems, complaints and the resolution thereof, special requirements
6.
Staff Management a) Manage Team Delivery based on performance plans with the relevant internal stakeholders b) Foster team building
JD_Key Accounts Manager_Nov 14 Page 3
GENERAL JOB INDICATORS
Planning Horizon
(Detail the requirements for monthly /annual/ long-term planning required in this position. State the type of plan, the time horizon of the plan and the nature of your involvement. Quarterly
a) Revise all customer needs versus credit limits required quarterly. Apply for increase or reduction.
Monthly
a) Recruit, retain and revitalize accounts
b) Number of New accounts opened
c) Sales Forecast/Budgets
Weekly
a) Meetings: Contractor Site visits
b) Weekly Store Management meetings
c) A call report- a number of clients seen. Meetings attended. Sites visited and sales made. Plan for the upcoming week
Delegated Freedom to Act ( Indicate the major independent decisions to be made by this position) a)
b)
c)
Pricing - Within industry norms
Customer Specific Pricing
When outside of Industry norms escalate to Regional KAM -
Within Scope of Job
Level Of Complexity (Describe the most challenging or complex parts of your job) a) Merchandise : New Products or Suppliers linked and Product Knowledge of current products
b) Credit Vetting Process
c)
Manage Contractor and customer expectations
SIGNIFICANT DIMENSIONS
Indicate in quantitative terms, the key areas on which your job has an impact. State figures on an annual basis. Include such items as budgets, revenues, other rand amounts or pertinent items the position impacts.
Dimensions
Items
Amount / Number
Impact (Direct or Indirect)
Rand measures:
Revenue,
Expenditure, State Figures on an annual basis for the current Financial
Year - Sales Target
- Margin
- Sales Target:R15 m to R50m pa - Average of >15% per annum
- Direct
- Direct
Unit Measures:
Number of clients / customers (internal
or external), number of suppliers, number of products or any other scope measurements
pertinent to this job - Contractors, Coordinator, Trade
Manager, Branch
Manager, Debtors,
Merch Dept and
Regional KAM
- Growing Customer Base
- Grow existing Customer Spend (Credit Utilization)
- 25 to 80pm
- Based on Quarterly Review
- Based on Quarterly Review - Direct
- Direct
- Direct
JD_Key Accounts Manager_Nov 14 Page 4
JOB SPECIFICATIONS
Minimum Academic,
Professional Qualifications and Experience required for this position -
-
- Sales Experience - Minimum 3 years (exposure to Retail sector is advantageous Grade 12
Driver's License (Minimum Code 8)
- Business Acumen
-
Commercial Studies
Competencies and Skills Core Competencies
- Problem solving
- Self-driven
- Influence and negotiation skills
- Planning and organizing skills
- Sound interpersonal and communication skills and the ability to communicate at all levels
(Oral and Written)
General Competencies
- Working with customers
- Clear understanding of sales and margins
- People and selling skills
- Good interaction with customers
- Computer Literate
- Good knowledge of products and their application
- Team oriented person, ability to work independently and meet deadlines
- Delegation skills




 
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