Key Account Channel Manager Job at Fan Milk Plc - Nigeria

[Jobrib]

Job Title: Key Account Channel Manager

Location: Nigeria

Company: Fan Milk Plc – Nigeria

Purpose: Fan Milk has decided to change strategy from the past depot organisation with cash and carry sales towards a customer-driven market strategy based on a franchise concept, centralised order management and centralised distribution.

The traditional sales role is therefore changing towards a more service-oriented role aiming a providing the franchise takers and other customers with the necessary day-to-day support and develop new sales channels.

The Key Account Channel Manager has the following key responsibilities

•   Develop new Key Account customers in all districts of the country

•   Maintain and further develop existing Key Account customers

•   Develop a clear understanding of competitors, their priorities and their competitive strengths and weaknesses

•   Develop in-depth knowledge of competing products in indoor sales channel

The Key Account Channel Manager is responsible of driving sales from large outlets and supermarkets and chain stores in the whole country. The person is required to approach customers in upscale environments and to appear convincing and determined.

The person will emphasize on building good and long lasting customer relationship and be very responsive to inquires and requests from customers.

The Key Account Channel Manager will closely monitor the competitors in order to advise and recommend on initiatives that will further strengthen the position of Fan Milk with these customers. The person will also play a important role in the implementation of such initiatives.

PRINCIPAL ACCOUNTABILITIES:

(IPE Factors: Impact & Innovation)

•   Accountable for the delivery of revenue from all the Districts.

•   Accountable for achieving the designated sales budget and ensure that Key Account customers achieves assigned budgets.

•   Accountable for identification and setup of new Key Account sales points in  based on assigned sales development budget

•   Manage and lead the Key Account channel sales team

•   Manage Key Account customer relationships but also be comfortable helping your team in day-to-day activities.

•   Drive a customer focused, commercial culture amongst the sales staff in his area of responsibility

•   Partner with the Sales Development team in developing and implementing sales development plans

•   Partner with Marketing department in planning for and execution of marketing campaigns within Nigeria

•   Act as point of liaison between Fan Milk central departments and its customers

REPORTING AND SCOPE:

(IPE Factor: Knowledge/teams & breadth/)

•   The position reports directly to the Sales Channel Development Manager

•   The scope of this position is domestic.

Direct Reports

•   Key Account Assistants

PERFORMANCE MANAGEMENT

(Key Performance Indicators)

•   Total channel budget

•   Avr. revenue per sales point

WORK/BUSINESS CONTACTS AND AUTHORITY:

(IPE Factor: Communication)

•   Customers: All relevant Key Account customers.

•   Represent Fan Milk on a day-to-day basis towards customers.

•   Partner with Marketing department in capturing marketing information and market data regarding Fan Milk and competitors performance

•   Meet regularly with Sales Management team to ensure sales and customer service is performed in accordance with the Fan Milk policies and plans.

•   Meet regularly with Sales Development department to ensure identified opportunities are assessed and implemented.

•   Work & business contacts: Various Fan Milk organizations and staff.

CRITICAL QUALIFICATIONS/SKILLS/EXPERIENCE

(IPE Factor: Knowledge)

The ideal candidate:

•   Has business related degree from an acknowledged university

•   Has senior management capability. He is a natural leader but highly organized – able to manage ambiguous situations and to keep everything moving forward towards clear goals at a rapid pace.

•   Charismatic, personable but effective – the passion for the role and Fan Milk should be infectious, and inspiring partners and teams.

•   Has a strong character and work ethic with a dedication to going the extra mile especially for customers.

•   Have exceptional written, verbal communications and presentation skills as well as an entrepreneurial spirit.

•   A positive attitude.

•   Are extremely flexible, proactive, responsible, detail-oriented, and demonstrate an ability to be a self-starter and get the job done!

•   Is a person who has an outgoing and convincing personality, with a sense of urgency, who can communicate at all levels and persuade key stakeholders in to the right course of action

•   Is driven by his/her desire to perform

•   Has broad experience with a structured approach to customer relationship management and business development

•   Has excellent entrepreneurial and commercial awareness

•   Has financial acumen

•   Possesses a high degree of assertiveness across cultural and educational diversity

•   Good knowledge of the FMCG market.

•   Insight in the Food market and market drivers

•   Negotiation Skills.

LEARNING & Career OPPORTUNITIES

In this position, the incumbent will have an opportunity to acquire skills and knowledge in the following areas;

•   Leading leaders

•   Improved management skills

•   Work as a senior manager in a large organisation

•   In-depth business knowledge of Fan Milk business

•   Good (internal and external) communication skills

•   Business development skills

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