Influential Key Account Manager - KZN

We are seeking a dynamic and culturally savvy Influential Key Account Manager to join our KZN team. This role focuses on selling and activating our portfolio of Prestige spirits and champagnes to a select group of on-trade customers in KZN, with a primary emphasis on the main market and nightclubs. The successful candidate will play a key role in driving sales and consumer engagement for our ultra-premium cognacs, whiskies, tequilas, and champagnes.

Key Duties and Responsibilities

Sales and growth in market share are increased through targeted sales and marketing activities

Generate sales from existing customers

• Business Plan Management
• Call plan implemented
• Deals and discounts negotiated within agreed parameters
• Customer queries and problems resolved
• Increased sales volumes negotiated within allocated sales area
• New listings and sales targets achieved as per sales plan
• Calls and sales volumes recorded on standard daily working sheets and PDA
• Weekly and monthly sales and ad hoc promotions reports submitted on time according to agreed format on PDA

Implement sales and marketing strategy effectively

• Visibility agreements in key locations to drive brand awareness
• Additional visibility opportunities identified and implemented
• Product availability/ distribution targets implemented
• Merchandising standards are maintained
• Segmentation tool implemented (PDA)

Implement promotions

• Activations arranged according to the activation plan
• Promotional stock, staff and point of sale for promotions are managed effectively
• Activations set up and implemented according to set criteria and on time
• Feedback form on the outcomes of the activations provided to sales management according to agreed deadline

Develop brand equity

• Activation reflect brand appropriate look and feel
• Consumers engaged through luxury events and activations
• Bar staff engaged and trained to promote our Strategic brands
• Relationships with equity accounts developed and maintained

Generate new business

• New business initiated as per targets
• Relationships with re-distributors developed
• Leads followed up and feedback provided to sales managers
• Business opportunities to sell product range identified
• Documentation required for the opening of new accounts collated and followed up
• New equity accounts identified

Productive relationships with internal and external stakeholders maintained

Build relationships with customers and re-distributors

• Increased sales volumes negotiated
• Customer queries and problems resolved effectively
• Pernod Ricard is a preferred supplier
• Business opportunities to sell product range identified

Liaise with Merchandisers

• Merchandising standards are maintained
• Ad hoc merchandising opportunities exploited

Develop collaborative relationship with the PRSA and Re- distributor Call Centres

• Orders are captured correctly and on time
• Out of stock information available to reps
• On hold accounts information available to reps

Liaise with Regional Promotions Manager & Activation Agencies

• Promotions set up and implemented according to set criteria and on time
• Feedback form on the outcomes of the promotion provided to sales management according to agreed deadline
• Management of agency activation standards, to ensure high standards are met and aligned to Brand CI

Build collaborative relationships with bar staff and venue owners

• New trends identified
• Pernod Ricard is the preferred supplier

Key Competencies and Experience

Functional and Technical Competencies:

• Market & Environment, Commercial Strategy, Results Orientation, Negotiation Techniques, Promotion, Merchandising, Evaluation of Commercial Activities, Customer relationship Management, Sales Team Management, strong understanding of selling luxury products and high margin experiences.

Behavioral Competencies:

• Effective Decision Making, Planning and Organizing, Team Work, Communication, Technical Expertise, Presentation Skills, Influencing & Negotiation, Big Picture Thinking, Innovation, Change Management, Making Things Happen, Initiative, culturally savvy, influential.

Qualifications and Experience:

• National Diploma level with commerce, sales and marketing preferable
• Minimum of 2 years sales experience in the liquor industry or within an FMCG environment
• On-Trade Experience
• Valid Driver’s License
• Willing to work weekends and attend all planned ad hoc activations

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