JOB DESCRIPTION
Position Title: Key Accounts Executive
Reports to: District Manager
Business Unit/Department: Pharma
JOB PURPOSE: The Key Accounts Executive main purpose is to develop and execute a Channel Trade Marketing & Distribution plan which meets brand, volume, merchandising and promotion objective for each outlet through the most effective and efficient utilization of time and material to achieve national trade marketing objectives.
KEY ACCOUNTABILITIES:
- Develop and implement a channel trade marketing and distribution plan which meets the objectives of the company trade marketing and distribution plan in the areas of brand, volume, merchandising and promotion.
KPI: % actual sales vs. target, % achievement of National Trade marketing objectives
- Plan & Implement national presence marketing and promotion programs with optimum use of resources and materials in order to achieve the highest in-store visibility and sales performance for the key strategic brands throughout the territory by gaining the active support of the trade to ensure that the territory distribution objectives of company brands are achieved by trade channel and outlet type in order that availability is maximized in line with brand strategies and the needs of the market.
KPI: Quality of Promotion Calendar, Number of Rental & Rebate contracts for the Trade marketing outlets, Quality of Coverage plan
- Manage financial accounts and assets for the area/channel to ensure that trade marketing resources are secure and used in the most efficient and effective manner possible to ensure that the ageing report of all the DR’s is under control with no overdue.
KPI: Timely & Accuracy of Rental & Rebate tracking, Timely & Quality of Ageing Report follow-up
- Motivate, train and develop the team to ensure that Trade and Brand objectives are met through the application of a highly professional trade approach.
KPI: Completion of PMP, % Score on PMP Quality
- Develop effective peer relationships to guarantee smooth cooperation with other teams in TM&D, brand teams as well as with other functions to ensure effective and smooth operation.
KPI: Number of deviations/complaints
- Provide trade marketing information and reports on performance and accounts to ensure that the channel manager and the key account handlers are fully informed at all times.
KPI: Timely & Accuracy of Activity evaluation report
- Establish close working relationships with the trade in order to gain high levels of trade support and loyalty whilst enhancing understanding of the trading environment.
KPI:Visibility and in-store activities better than competition, Quality of Retail Audit data and knowledge sharing within the team.
- Develop effective working relationship with our business partner (Principal Management) to ensure smooth operation in the field and achievement of annual objectives through the synergy created. KPI:
KPI: Quality of Business Development
EXPERIENCE & QUALIFICATION:
- Bachelor's degree in Business Administration, Marketing, Statistics, Economics, or a related field.
- Minimum of 2-5 years of relevant experience in sales, account management, or a related field.
SKILLS, KNOWLEDGE & ABILITIES:
- Job Specific: Good sales and negotiation skills.
- Account management and relationship-building.
- Strategic planning and market analysis.
- Effective communication and problem-solving.
- Analytical abilities and CRM proficiency.
- Generic Skills: Teamwork and collaboration.
- Time management and organization.
- Adaptability to change.
- Leadership and initiative.
- Attention to detail.
- Commitment to continuous learning.
