The Key Accounts Manager is responsible for identifying and recruiting new partners for long-term success, as well as managing existing key accounts to drive sales growth. This role requires strategic relationship building, market development, and negotiating long-term agreements with key clients in the bread manufacturing industry.
Key Duties and Responsibilities
Key Account Relationship Management
Prospect, identify, and develop a complete understanding of key account needs.
Manage a portfolio of key accounts across various business sectors.
Serve as the primary contact between key clients and internal teams.
Execute prospecting activities, including setting appointments and calls to grow sales opportunities.
Address customer needs to ensure satisfaction.
Drive new sales through long-lasting relationships with key clients.
Demand Creation
Develop, implement, and maintain sales strategies and plans.
Build and manage a high-quality sales pipeline, reporting and tracking progress.
Oversee new client outreach, identify decision-makers, and develop presentations and quotes for new accounts.
Market Development and Sales Growth
Initiate sales activities and strategies to boost brand visibility among key accounts.
Analyze bread market trends and uncover new sales growth opportunities in different sectors.
Achieve a 2% annual market growth by recruiting key accounts and managing stock movement.
Negotiate and Close Contracts
Negotiate terms, contracts, and pricing with key clients to ensure mutually beneficial agreements.
Oversee contract renewals and ensure favorable terms for both the company and clients.
Support agent training and merchandising activities, ensuring market growth.
Provide competitive pricing and approval for client applications, maximizing profit margins.
Back-office Support
Prepare quotations, negotiation documents, and manage customer deployment activities.
Serve as the liaison between customers and relevant company departments for seamless operations.
Quality Control
Implement quality assurance procedures to meet product standards.
Conduct regular inspections, address quality concerns, and manage customer complaints.
Work closely with the production department to resolve any quality issues.
Team Management, Training, and Development
Supervise and motivate the sales team, including merchandisers, to meet sales targets.
Train new hires and provide continuous development opportunities for the team.
Conduct regular performance reviews and key account sales meetings to ensure progress.
Key Account Sales Reporting and Documentation
Maintain up-to-date client records and provide periodic updates.
Manage account contract information and initiate timely renewals and updates.
Accountabilities
The Key Accounts Manager is responsible for:
Driving key account sales growth (percentage and volume).
Managing credit and client relationships.
Effective cost management.
Protecting company assets at strategic key accounts.
Requirements
Education and Qualifications
Degree in Business Administration, Sales & Marketing, or related field.
Proven experience as a Key Account Manager or in sales/marketing roles.
Strong understanding of key account management, customer needs, and business drivers.
At least 7 years of experience in sales management, preferably within FMCG, with preference given to experience in the food industry.
Experience in bread/confectionery sales is an added advantage.
Proven track record in developing customer loyalty programs, negotiating contracts, and identifying growth opportunities.