Key Account Manager – Pharmacy

Position:

Key Account Manager – Pharmacy

Description:

Our client, a Multinational FMCG Company in Umhlanga, is looking for a Key Account Manager to focus on the Pharmacy Channel.

Must Have:
• BCOM or equivalent
• Minimum 4-6 years National key account management
• Working on large retail / pharmacy accounts
• Experience in Pharmaceutical Industry Advantageous
• Proven track record managing a diverse client
• Collaboration and Engagement with Detailing Manager and Team

Responsibilities:
Financial Business Management
• Customer volume forecasting, customer budgeting (including shopper marketing annual expenditure) and TTC delivery phased by month and by category
• Full understanding of the Customer “P&L” or Net sales calculation (Volume/Gross Sales/Product Sales/Net Sales) as well as understanding and management of each specific bucket of TTC (Trading Terms/Rebates/Discounts/COOP) and its effect on the delivery of Net Sales by category
• Internal and external category mix and profitability must be considered in this understanding

Analytics & Reporting
• Providing an accurate sales forecast annually and monthly
• Use/analyse data sources (promotional activity, ROS, customer stock holding) and trends to enable sales forecast
• Develops optimal integrated promo plan, analyses promo ROI and manage promo investments
• Application of full demand planning process
• Analyse/evaluate customer data, generate insights and opportunities to drive growth within customer (Epos Data source, Loyalty shopper card, Nielsen, /Quantitative and Qualitative research data)
• Plan and set up meetings with the relevant customer contacts
• Prepare monthly & quarterly customer reviews with analysis and recommendations to address risks and opportunities
• Conducted on an ongoing basis, report on issues and opportunities, share performance, pricing and new innovations in market

Shopper Customer Management
• Understanding of shopper behavior and insights to optimize path to purchase within account
• Collaborative workings with S&CM Team to craft account specific shopper-led activity
• Implementation of NPD and core business support plans

Stakeholder Management
• Develop and execute strategic joint business plans with customers/ Use of customer economic model i.e. Penetration x Frequency x Basket spend x Margins - operational cost= Cash profit
• Manage and network within senior customer organization cross - functionally to deliver against JBP
• Responsible for the achievement of sales and profitability for both the customer and business
• Strategic leadership with senior customer management: Able to influence and land key messages/initiatives
• Drive Thought Leadership with implementing category management principles
• Develop and manage customer relationships
• Broader business channel integration
• Represent external customers within the business (Customer Audit/insights/strategies)
• Customer conflict management, related queries & issues – internal and external – Respond to any queries
• Manage conflict or issues relating to his or her customer account(s) and find resolution within an acceptable time period

Strategy Development
• Business alignment: Apply key business strategy focus areas into account planning and day to day delivery
• Sales agenda alignment: Apply key sales strategy focus areas into account planning and day to day delivery
• Channel alignment: Build an account plan closely aligned to the Channel strategy and purposely develop on the strategic principals where specifically applicable to the account
• Account alignment: Build an account plan with Business, Sales and Channel strategic agendas that focusses on a sustainable financial delivery for the current period and sets out a clear account vision into the future

Selling & Negotiating
• Utilization of selling and negotiating tools/skills to drive value creation for the Company as well as the customer, by leveraging the correct portfolio mix, which aids in driving overall category profitability
• Business management: Joint business planning to drive growth for Beiersdorf and customer, using the Customer Economic Model
• Cross functional leverage: Working with Trade Analytics team to identify gaps/opportunities in account, and working with S&CM team to plan activity based on identified gaps/opportunities

Operational Execution
• Share of shelf: Ongoing engagement with customer to ensure allocation of correct share of shelf
• Placement: Ensure correct placement of ranged sku’s in accordance with agreed planogram.
• Distribution: Ensure availability of ranged sku’s
• Promo compliance in place where agreed
• NPD on shelf, as per agreed ranging: KAM to have NPD listed and ordered into DC’s 2 weeks post STT
• Manage and maintain operational relationship between 3rd Party merchandising agency and customer
• Full understanding of the account and a long term intent and strategy at an account level which aligns or considers the business, sales and channel strategies

Sales Administration
• Price increase: communication and agreement obtained within customer SOP
• NPD’s: list and range per store profile
• Assortment: agree correct assortment on shelf through distribution reports
• Maintain price file to current
• Agreed activities documented and saved on share drive
• Check and correct KPI delivery from 3rd Party merchandising agency

Salary: R 55K + Benefits + Bonuses

Contact:

Contact Person: Michael Christison

Tel: 031 303 6225

Email Address: michael@schlemmer.co.za

Logistics Sales Representative (Durban)

Position:

Logistics Sales Representative (Durban)

Description:

Our client, a global Logistics Company focusing on the Chemical Freight and Distribution industry, is looking for Logistics Sales Representative

Must Have:
• Detailed operational understanding of Warehousing & Transport
• Good understanding of Clearing & Forwarding advantageous
• Good interpersonal communications skills
• Excellent organizational skills
• Confident approach to new business and professional presentations
• Result driven
• Energetic & self-motivated
• Excellent Customer Relationship Management Skills
• Experience in a sales environment developing logistics on a Warehousing and Transport base
• MS Office and excellent MS PowerPoint Skills
• Matric/Grade 12
• Tertiary Qualification in Supply Chain Management/Logistics would be preferable

Responsibilities:
Sales Generation
• Responsible for developing new client base and securing additional business and market share from existing clients
• Improve business development process for specific services and products with strong sales engagements
• Preparing RFQ, tender documents, sales presentations for potential new clients
• Keeping abreast with market trends, changes & forthcoming developments
• Prepare and maintain records of sales leads and progress of finalisation
• Develop and implement sales strategies and sales campaigns to take advantage of market opportunities
• Capitalise on value creation opportunities by working closely with the Operations Management Team to develop creative workable solutions to customer needs
• Compile list of prospective customers for use as sales leads, based on information from newspapers, business directories, industry ads, trade shows, internet Web, and other sources
• Travel throughout assigned territory to call on regular and prospective customers
• Quote on pricing and credit terms and prepare sales contracts for orders obtained
• Increase sales with existing customer base
• Achieve the relevant sales budget and targets
• Visit prospective customers to promote new business and obtain contracts for services
• Deliver sales presentations to key clients
• Ensure contracts are utilized for all new accounts to protect the business and mitigate risk

Customer Relationship Management
• Build strategic relationships with key contracts and business organisations to understand opportunities for creating value sales & marketing, consulting with and providing solutions to clients regarding Warehousing and Road Transport Distribution Services
• Facilitate regular meetings with clients and relevant staff to evaluate performance and receive updates from clients on challenges and future plans
• Keep customers informed about any issues arising that influence deficiencies regarding the execution of orders/contracts
• Continuous improvement of the customer relationship
• Attend to customer needs
• Receive and handle all customer complaints within 48 hours
• Follow up visits to new and existing clients

Administration and Reporting
• Assist in preparing annual budget and monthly management reports for the Management Team
• Completing of service contracts forms
• Conducting pre-contracts liaison with customer and may participate in negotiation with key customers regarding contracts and conditions
• Review potential changes in scope of contract and advise management and customers of potential impact changes
• Review accounts to identify problems, such as overdue accounts, proposed changes in pickup and delivery schedules, failure of shipper claims
• Report on sales, weekly and monthly, potential customers, new business secured
• Prepare periodic sales report showing sales volumes, potential sales, and areas of proposed client base expansion
• Analyses marketing programs and adjust strategy and tactics to increase effectiveness
• Plans and conducts market research to identify opportunities for increased sales
• And any other duties/tasks relevant to the position as delegated by Management

Salary: R 35K – R 45K + Travel Allowance + Fuel Allowance + Bonus + Medical Aid + Cell phone

Contact:

Contact Person: Tracy-Jayne Tomlinson

Tel: 0313 303 6225

Email Address: tracy@schlemmer.co.za

Franchise Specialist

Position:

Franchise Specialist

Description:

Our client, a leading Global FMCG Company in Umhlanga, is looking for a Franchise Specialist.

Must Have
• B.Comm Degree or suitable tertiary qualification/experience
• FMCG Operations/ Key Account Management:
• Minimum 2 years’ experience in FMCG Operations (Franchise experience advantageous)
• Computer literate i.e. proficient in Microsoft office (Advanced Excel, Power point, Word)

Responsibilities
Route to Market
• Collaborate and build partnerships with Spar 3rd Party Merchandising Agency
• Develop a structured way of working, tracking and execution
• Resource and coverage – both 3rd Party merchandising and BDF Real clarity on resource, frequency and time allocation
• Customer Engagement strategy with a calendar
• NS and Share targets delivery
• Manage Ops Cat Management relationships, execution and tracking

Operations
• Delivers executional excellence in quality and speed for all initiatives including NPDs, promotional activity, availability and distribution of the Company portfolio
• Ensures product maintain correct share of shelf and high ROS to warrant share
• Feedback to Key Account on instore growth opportunities and store turnaround strategies

Reporting
• Weekly feedback and alignment sessions with Key Account Manager
• Weekly tracking of store performance, Completion of ROI templates, Store Scorecards, Regional Budget management, report feedback

Customer Interaction
• Maintains contact and liaison with Sales Agents Company and Customer
• Build relationships with key franchise / independent trade customers to drive sales and off shelf activities
• Identify and feedback on instore opportunities to Company for consideration and action
• Build relationship with CATMAN staff

Trade
• Regular trade visits to review execution compliance, trends, customer specific issues and competitor activities
• Maintains contact and liaison with Sales Agents, Company and Customer
• Ensure NPD distribution as per key account alignment at head office
• Identify sell in opportunities at store level, Negotiate adhoc- off shelf display opportunities, Engage with store management/ CATMAN to maintain and fix store planograms and forward share
• Manage sign and stamp process with Operations team

Salary: R 48K + Benefits

Contact:

Contact Person: Jessie Buxton

Tel: 031 303 6225

Email Address: jessie@schlemmer.co.za

Key Account Manager

Position:

Key Account Manager

Description:

Our client, a leading Print & Point of Sale Company, is looking for a Key Account Manager.

Must Have:
• Sales and Marketing Diploma/Degree
• 5 – 10 years Key Accounts or sales experience
• Proven track record of effective management of sales team, meeting and increasing sales budgets

Responsibilities:
Key Account Management
• To manage key accounts from an operational focus to a strategic level
• Negotiate and solve key account issues proactively focusing on opportunities to drive the business and to maximize profitability
• Develop a strategy to mine business from all brands within the key account
• Penetrate all brands within the key account and identify and network with key people within each brand
• Understand the clients’ strategic plans
• Align the Company’s objectives with the client’s strategy and determine how the Company can add value to meet the clients’ strategic objectives
• Apply a client driven and consultative approach to selling and managing key accounts
• Ensure efficient and professional customer service from the front – end between the client and the Company
• To customize solutions to best meet their requirements and those of the end – user
• Conceptualize and document briefs, in an efficient manner so as to demonstrate a thorough understanding of the customer’s specifications
• In conjunction with the Regional Sales Manager submit product proposals to the client initiating new business, closing the deal as well as identifying cross-selling and up-selling opportunities on an ongoing basis

Planning / Forecasting
• Prepare and present plans to achieve Key Account sales objectives by producing effective sales proposals
• Conduct research on inflationary and organic growth of customers and establish their market strategy when developing a sales budget
• Establish and achieve objectives for new / existing client activity

Innovation
• Provide the customer with dynamic, innovative solutions which will result in cost saving realization and effective business communication strategies
• Keeping abreast of technology trends, in order to provide innovative advice
• Applying innovative new ideas, value added techniques and on – going strategic maintenance of the account encouraging continued loyalty of clients

Retention of Key Account
• Contribute towards retention strategies by establishing long term relationships
• Reviews and visits top customers and key accounts regularly
• Resolves high level account conflict issues

Reporting
• Monitor account performance and track against objectives. Manage client orders, providing status report to the client
• Provide the Regional Sales Manager with weekly sales reports or as and when required
• Contribute in management forums as and when required

Communication
• Penetrate all brands within the key account and network with key stakeholders
• Ensure the Company is well informed, at all times, of changes and news worthy events relating to the customers’ business
• Support and solicit input from team members at all levels
• Shares knowledge with all and draw on skills of technical experts where required to fulfill customer requirements

Market Intelligence
• Reports on market indicators based on awareness of target market, customers, and competitors
• Evaluates target markets and sales options

Salary: R 40K – R 45K CTC

Contact:

Contact Person: Tracy-Jayne Tomlinson

Tel: 031 303 6225

Email Address: tracy@schlemmer.co.za

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