SUMMARY:
Key Accounts

POSITION INFO:

Wholesale Specialist based in Johannesburg South

Commercial

Accountable for quality, standards, service and desired outputs within inter-related functional areas of responsibility. May be responsible for work of others.

Job Purpose

The purpose of the role is to grow BevCo's performance with key account wholesalers, Distributors and bulk breakers in a specified (and prioritised) geographic area - such identified wholesalers and/or bulk breakers are critical to BevCo's downstream sales, distribution and penetration success in the area

Key Accountabilities and Outputs

Customer Development

     Manage and build customer relationships with Outlet owners

     Drive weekly customer calls per outlet to build effective partnerships and resolve customer issues

     Ensure all current, correct customer master data captured onto Rapid Trade and is maintained

     Achieve customer sales volume targets

     Ensure each outlet buys directly from the Company consistently on a weekly basis Execution Guidelines

     Ensure the delivery of product availability, merchandising, promotions, pricing and space in each and every outlet

     Monitor volumes by outlet to ensure 100% availability of key brands and packs through forward planning

     Manage stock rotation to ensure 100% availability

     Drive the effective execution of selective merchandising implementation in the consumption and purchase zones

     Negotiate and execute interior and exterior price communication; capture price priorities; ensure price point compliance and execute on the overall price and promotion campaigns throughout the year

Asset Management o Manage the Company refrigeration assets by driving governance and compliance

     Manage all the Company assets in the outlets including permanent merchandising and signage

     Ensure the Company products are stocked in fridges as per guidelines • Conduct asset verification surveys (Fridges, etc.) o Assist customers with managing stock replenishment to minimise stock outs

     Manage stock rotation and quality

Growth of BevCo / Wholesaler/ BB business relationships

     Actively participates in developing the sales operating plan for each key account customer

     Builds a win-win commercial approach (trading & profitability benefits) with support from the ASM Professional sales approach to all key accounts on behalf of BevCo

Sales and Distribution Objectives

     Drives sales (sell out) and distribution of BevCo portfolio from wholesalers/BBs into market to achieve BevCo targets

     Constantly monitors and tracks BevCo sales performance + penetration into the general trade

Review and analysis of Market Dynamics o Constantly must be aware of competitor activities, pricing, products and promotions o Provides timely feedback to ASM as to wholesaler and /or market shift that impact BevCo

     Actively adjusts the operating plan to accommodate such changes (in conjunction with ASM)      

Qualifications and Experience

• Grade 12 / Matric / NQF level 4         
• Up to 2 years experience (Operational Execution) Experience in a sales/marketing/FMCG environment
• Basic knowledge of PC, or potential to acquire it

Key Qualities

Critical Success Factors

• Customer Perspective

Communication

• Routine communication with customers or clients

Problem Solving

Proactive identification of functional problems related to a specific process or policy, determine cause and impact, and choose the best alternative to solve the problem based on guidelines provided and an understanding of the theory or practices underpinning the problem.

Relationships Maintained o Others outside of own work area but inside the organisation

Behavioural Competencies

Customer Relations

• Asks questions to identify customer needs or expectations
• Follows through and meets personal commitments to others on time o Takes responsibilities seriously and consistently meets the clients' expectations for quality, service, and professionalism.
• Continuously monitors delivery to make sure the customer is receiving good service o Shows a strong commitment to exceeding customer expectations
• Able to own responsibility for mistakes, apologise and make suitable changes to services

Negotiation

• Able to recognise a situation in which negations are required
• Able to listen to the oppositions argument attentively with the aim of reaching an effective outcome
• Able to tactfully present facts on a "need to know basis" so as to ensure a successful outcome.
• Able to refer to facts presented by the opposition to strengthen argument.
• Possesses the interpersonal skills necess