Key Account Manager - International Markets

Manage all sales & marketing activities within and around Arusha to drive distribution & create profitable growth for the Company, while at the same time providing value add to customers and key brand owners and principals.

Key Position Accountabilities

 The job holder is responsible and accountable for (but not limited to) the following:

1. Deliver the objectives, strategies & tactics to beat the budgeted targets. (Rev/GP/Vol/Investment)
2. Manage day to day business and monitor progress through accurate reporting to achieve targets, for revenue and gross profit as agreed with the Country Manager & Head of International Markets.
3. Monitoring progress weekly and reporting monthly around financials, KPIs, category and key brand performance in market & competition using Tableau data system.  
4. Build strong and ongoing business customer relationships across all accounts at all levels of the business to ensure satisfaction and sales growth in On Trade customers.
5. Key Performance indicators are pre-agreed, measured, reported and adhered to.
6. Create outlet universe for hotels, resorts, casinos, premium bars, clubs and restaurants. As well as relevant local clubs, bars and restaurants. Segment and prioritize to grow listings in current accounts with KAM partner. Then agree and target list of new business accounts to increase distribution of wines, premium spirits & non alc.
7. Set Account list priority, Call frequency and objective led calls to map and build up monthly journey plans.
8. Target 20 Objective led customer calls per week. 2 nights in the trade on outlet visits checking agreements with customers and following up on any issues. Odd weekends to be worked to support events, dinners…
9. Set account distribution targets on lead brands, supported by in bar activity to drive rate of sale.
10. Work closely on Marketing & Brand Plans, distribution targeting, activation initiatives and reporting of key brand owners.
11. Conduct competitor analysis of portfolio, pricing, promotions and category, customer share and ensure that relevant information is shared with relevant parties internally.
12. To write bespoke outlet beverage lists and provide training for key F&B staff maximizing company market share.
13. Determine, set and monitor adherence to price schedules and discount rates. Lead customer discussions to advance the sales process, value add rather than price, tying up agreements and grow profitable share. To provide accurate monthly forecasts for all key product lines, by customer, to avoid out-of-stock scenarios. Manage the order process with Country Manager & OIP team and follow up orders to planning process and ensure a smooth stock rotation and inventory management to reduce costs and working capital..
14. Manage credit liability through assessing credit worthiness, setting reasonable credit terms with MMI finance, and managing timely collections on a monthly basis with all customers, on time & in full.
15. Assist in planning and execute promotion plans and brand building initiatives, product launches etc.
16. Plan & host On Trade customer, consumer & principal wine tastings, dinners & events in outlets & MMI Retail.
17. Innovate new promotional ideas to encourage customer footfall, visibility around the point of purchase & increase rate of sale in key customers to help grow MMI distribution, listings & share.
18. Perform other duties as requested by the Line Manager.

Desired Skills and Experience

Essential:

• Preferably graduate with business qualifications (or equivalent level) with emphasis onSales& Marketing
• Ability to self-motivate and influence a multicultural, cross functional team
• At least 5 years of sales experience preferably within the FMCG or liquor industry
• A self-starter with drive and the ability to set & beat targets, planning their own work and time effectively.
• Effective people manager, communicator with team orientation.
• Advanced sales and negotiation skills
• Experience and effective structured selling & account management skills.
• Strong wine selling & influencing ability, as well as solid spirits knowledge.
• Strong Financial awareness and commercial capability.

 Desirable:

• University Graduate
• Comfortable organising and hosting trade and consumer events??
• Previous experience managing a team
• WSET qualified (Strong wine selling knowledge)
• Good numerical ability and commercial acumen
• Can speak Swahili 

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