Job purpose:
The Key Accounts Manager – HORECA is responsible for developing and meeting the sales and profit budget in the channel by using all the tools and resources available. The incumbent will be able to negotiate at a key account level to achieve the company’s annual objectives and manage the available resources to ensure that all major / strategic customers are effectively serviced. The position holder is expected to follow the set rules, regulations and guidelines of BPUL while ensuring the accomplishment of goals and targets given by Management.
Key Responsibilities:
- Manage the biggest customer relationships, ensure sales, and margin budget is achieved.
- Understand both the customer and the BPIL strategy and ensure full implementation.
- Drive the channel sales through the sales team.
- Work with the promotions team to create demand in specific channels.
- Manage the performance of the in-store merchandiser promoters.
- Coordinate quarterly price research and report relevant findings to the National Sales Manager for decision making purposes.
- Ensure Customers are regularly stocked, timely banking is done, sales reports are submitted on a Weekly basis.
- Continuously visiting customers to maximize sales volume in assigned areas, recruiting and servicing existing customers by route and ensuring maximum product/ brand visibility/ trade marketing Vs competition is done.
- Managing all promotions to ensure maximum customer satisfaction and monitor competitor activities within the assigned area.
- Be well informed of customer’s objectives, buying patterns, ordering trends, standard of management, potential for growth to leverage revenue from the relationship and promote the company as a quality supplier with the aim of achieving “preferred’ supplier status.
- Feed- back information to management about key customers– market trends, competitor activity & pricing, performance of our own products, sales opportunities for other poultry related products or other livestock related products and putting all information in report format for management decisions.
- Collaborate and consistently communicate with the team and customers to achieve company objectives.
- Achieve sales and profit targets in the channel
- Carry out any other duties as requested by the Supervisor
Education:
Minimum Academic Qualifications:
- Degree in Business Administration, Marketing or any related course
- Prior training in Professional Selling Skills and in Customer Service is an added advantage.
- Direct knowledge and experience of the HORECA market is an advantage
- Training in negotiation skills
- Strong Microsoft Excel skills
Skills and Experience:
- 6-7 years’ working experience in a similar role in a world-class, commercial environment.
- Highly analytical with strategic thinking
- Industry knowledge
- Hardworking and persuasive.
- Good driving skills with a valid driving license.
- Quick decision making and highly intelligent.
- Good interpersonal skills.
- Flair for sales with high affinity to deliver numbers
- Excellent communication skills.
- Sales flair
- Enjoy travelling and outdoor work.
- Willing to be based anywhere in the country
- Willing to be relocated at anytime
Attitude and Motivation
The ideal candidate must demonstrate the following personal attributes:
- Precision-Driven
- Proactive Communicator
- Service Mindset
- Self-Disciplined
- Technology Enthusiast
- Collaborative & Humble
- Computer knowledge Computer knowledge
Competencies:
The ideal candidate should demonstrate the following BPIL High Performance Behaviours:
- Common purpose
- Open communication
- Setting and Achieving Targets
- Sense of Urgency & Agility
- Accountability
- Collaborate Effectively
- Result-Driven Mindset
- Trust & Mutual Respect
- Customer Focused
- Innovation & Continuous Learning
- Sense of Belonging
