Key Account Executive

ROLE PROFILE
Job Title:	Key Account Executive –
Level:	Level 6 (a)
Reports To:	Divisional Business Manager dotted line to National Key Accounts Manager.
Context/Scope:	This role is located within the Demand Sales business. This role will be critical to the overall SBL short, medium and long term strategy in developing and driving our trade strategy and operational excellence within retail outlets and distributors. The job holder is expected to have a high ability to build and develop trade relationships with Supermarket Staff Chains staff / customers with high levels of respect/contact required.  The job holder works closely with the Key Accounts Manager – all segments,  and National Key Account Manager.  This position is field based and the job holder is expected to manage all Key Account Segment (Supermarkets/High-end Hotels, Bars and Clubs/ Duty Free) achieving Quality, Distribution, Visibility, Promotion, Persuasion and Price, where applicable .
Dimensions
Market Complexity:	Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated.  This requires relationship management and proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at Key account level especially at the Off Trade levels.    Market situation is changing rapidly due to the economic situation, declining disposable incomes and opening up of the economic trading blocks allowing in flow of products from other markets. Consumers are becoming more sophisticated.  This requires proactive selling to maximise company market share. Trade is evolving and being more sophisticated especially at retail level.
Leadership Responsibilities:	The job holder is required to ensure optimum brand visibility and maximized sales through close liaison with KAM, minimise the effects of all competitor brands within ethical guideline, report key field information to KAM and agree follow up plans, administer workload as directed and operate efficiently in management of time and budgets.
Purpose of Role:	To positively influence sales of SBL brands by regular contact, networking and motivation in this segment and to operate a one portfolio SBL brand approach for both beer and spirits.
TOP 3-5 Accountabilities	To understand each element of the outlets and SBL business plans and strategy for their implementation. Achieve sales NSV, objectives, rate of Sale driver standards (QDVPPP) in all emerging chains To ensure call frequency targets are achieved To support the development of selling skills within external merchandiser and coach Merchandisers and chains retailers staff to achieve QDVPPP standards without having to do it yourself. Ensure we capture all opportunities and minimise OOS in all chains outlets To support the development of brand building activities for these accounts through support of running activities, execution of sales drivers   Help Step change in relationship with these accounts through regular interaction with key stakeholders.
Qualifications and Experience Required:	Qualifications A business related degree or equivalent Capacity to build a strong relationship and understanding of a range of customers at the outlet level. Exposure to other parts of Sales, in particular Account Management teams and Customer Marketing. Experience of working with customers at the outlet level and a good understanding of how Field Sales operates within the wider Sales organization. Basic knowledge of category management or merchandising standards. Experience At least 1-2 years experience in a similar role.

Key Account Executive