Key Account Manager
Arabian Trading Supplies
Total years of experience :13 years, 4 Months
Managing the sales team to achieve the volume & profit plan by developing the physical presence in the trade and saving the cost of selling as the business objective.
• Overseeing Mars sales & distribution products portfolio from well-known confectionery Mars across key account channel.
• Set clear objectives for the sales team & measuring the performance by tracking the results and trade observations.
• Guidelines Implementation of core work ( On shelf availability, contract, activity and planogram )
• Achieving Execution objectives (product, presence, promotion, prices) to targeted customers and establish their needs.
• Ensure all merchandising activities are completed per standard set for market and as per company planogram.
• Coaching & developing the selling team by training sessions and lead problem solving sessions.
• Manage the cost of selling by assets control, contracts renewing, follow up the ageing of receivables and preparing the sales forecast.
• Making Sales Forecast, monitoring Shipments, Planning pre sales deliveries.
• Trade coverage by making call frequency and outlet call plan.
• Build strong relationship with key account within the key account channel.
• Full responsibility to improve sales team financial awareness (collection, overdue collection, aging analysis, AR trend, DSO, Reconciliation and van audit)
• Issuing a promotion calendar on a trimester basis as per BDAs guidelines.
• Reduce costs by developing the organization’s capacity through improving the effective use and management of company resources.
• Deliver all monthly objectives/activities ( golden, secondary, ASP’s and seasonal)
• Full responsibility to deliver positive growth of chocolate range/volume vs. target and YAGO.
• Lead Presales and Self Service Sales operation to improve Productivity and Efficiency through improving team engagement and strict adherence to best Practices.
• Consistent focus on JP coverage to expand our direct reach and to be matching with coverage standard required and improves coverage percentage as well.
• Systemize the focus/progress/follow up for key business drivers(execution of model store, assets relocation, vital KPI’s and contracts monitoring)
• Maintain and develop level of execution
• Maintain and increase market share/growth by increasing POS and blocking competition per outlet.
• Acquisition of all confrontation points and cash zone per outlet.
• Insure accurate implementation of monthly activities (time line and plan o-gram).
• Insure all multi sitting units, and assets are executed optimally per outlet.
• Having and maintaining good relationships with the territory’s customers.
• Sitting monthly objectives/plan for the territory per segment/tier.
• Monitoring weekly objectives assigned for each salesman/outlet and level of improvement.
• Managing daily operation (morning debriefing, DOR analysis).
• Monitoring the team KPIs to address any deviation.
• Coaching the team to enhance areas of improvement and meet the job standards.
• Monitoring sales target per customer/segment/tier.
• Monitoring collection target, and receivables due dates/discounts.
• Monitoring stock level per customer.
• Monitoring promotions and distribution drives are used optimally.
• Route riding and field check.
• Monitoring, and improve trade compliance.
• Keeping an eye on competitor’s promotions and activities.
• Communicate all other support functions to facilitate the job to the team.
• Ensure/track all RTM (route to market) criteria are already implemented.