Job Purpose:
Lead, develop, and ensure implementation of Key Accounts Plans that are aligned with overall business strategies, and that support achievement of profitable sales objectives
Responsible to:
Director/Head of Sales
Responsible for:
Key Account Managers
Context/Scope:
A key contributor to the success of the PZ Cussons commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volume driving & brand building activity.
Key Accountabilities:
- Accountable and responsible to ensure achievement of agreed Key Accounts targets/KPIs
- Define and execute strategies and plans for the key accounts in line with business requirements and growth projection
- Lead the implementation and excellent execution of all channel/category activities for key account channels
- Lead development of customer relationship including Joint Business Planning.
- Actively participate and provide inputs into the Commercial Planning process, support development and implementation of channel, category and customer strategy and plans to achieve the overall field sales objectives
- Ensure development of careers and coaching of reports
- Work with other leadership team to identify and develop successive business leaders.
Measurement/Performance Indicators
- Availability and quarterly reviews of annual Joint Business Plan with Key Account
- Target vs. Actual monthly/yearly performance (volume/value, KPIs etc.)
- Coaching and development plan
Internal & External Relationships:
- Head of Sales
- Heads of Department (Marketing/Sales/Channel/Supply Chain/Finance/HR)
- Line Managers (Performance Management, recruitment, induction)
- Key Accounts Customers
- PZ Marketing & Sales network
Knowledge, Skills & Experience Needed:
Qualifications:
- First Degree in any discipline
- Post Graduate degree will be an added advantage
Experiences: (What experience brings success to this role)
- Minimum of 6 years in marketing or sales, and over this period has successfully delivered on KPIs
- Experience in either Channel, Customer or Field Sales management
- Demonstrated success in other roles.
- Demonstrated ability to coach and develop a team
- Has People management experience
Knowledge: (What does the person need to know)
- Knowledge of Business strategy development
- Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
- Knowledge of Field Sales, Channel and Distributor Management
- Good knowledge of channel structure and opportunities
- PZ Cussons Leadership competencies
How to Apply
Interested and qualified? Go to PZ Cussons on pzcussons.wd3.myworkdayjobs.com to apply