B2B Key Accounts Manager

Function:

• •To achieve set financial objectives; sales volume, margin, capital and operating expenses, day sales outstanding, return on assets under management
• •To engage with customers; qualify sales opportunity, manage opportunity pursuit, conduct account and territory planning, select and manage national key accounts
• •To manage sales operations; forecast sales, facilitate sales process, organise sales collateral and tools, manage CRM, manage compensation design, enforce legal compliance
• •To manage the sales function; sales budget, internal sales communication, develop coverage strategy, reduce sales channel conflict
• •To partner with marketing and business development; segment customers, partner on lead sourcing, develop value propositions and commercial messages, create sales collateral
• •To manage sales talent; build sales climate, source sales talent, facilitate on-boarding of new talent, develop training, support coaching outcomes

Key Responsibilities:

Customer and Company profitability for defined area:

• •To prepare annual budgets and ensure sales budgets are achieved
• •To nurture, maintain and manage good customer business relationships for every channel of trade in the Commercial and Development department
• •To ensure continued improvement in the accuracy of sales forecasting
• •To effectively manage pricing, rebates and discount levels and ensure all costing associated with customers is accounted for
• •To manage the level of gross margin after variable expense per customer
• •To manage customer credit (resolve errors, perform reconciliation), and ensure customer service delivery
• •To conduct variance analysis / business reviews per customer, compare to budget and take corrective action where appropriate
• •To profile, segment customers, and manage national key accounts in order to accelerate sales and profit growth
• •To compile monthly business review and KPI’s, including asset management
• •To effectively manage contracts, asset management and administration

Commercial Strategy for the area defined

• •To participate in developing of General Trade sales strategies and new business models and ensure all business models for the various channels of the Commercial division are up-to-date and effectively managed
• •To develop new business opportunities in the Commercial business segment i.e. Mining & Construction, Transport, Manufacturing, Civil and Infrastructure Construction, Government and Resellers.
• •To implement and execute promotions and marketing strategies / activities as directed to ensure marketing objectives are reached
• •To facilitate collection and reporting of market intelligence and competitor activities and pricing strategies

Investment projects for the area defined

• •To investigate and propose opportunities for new business development
• •To manage capital expenditure, commitments and liquidations in the B2B sales area

People :

To effectively manage employees through applying the company People management principles, and to develop, coach and mentor subordinates to promote a positive working environment which will attract and retain skilled staff and increase productivity

Health Safety Environment and Quality:

To ensure constant adherence and compliance to company HSSE and security standards, local by-laws, standards and legislation so as to minimize all risk pertaining to company assets and protection of life

Governance

To ensure effective risk management and internal control, including asset management.

Requirements:

Experience:

• •Commercial, Marketing degree
• •Specialization Marketing Courses
• •Minimum three years of experience in similar position

Skills:

• •English and the local language are required. Mandarin is a plus.
• •Microsoft Office Suite applications.