Durban: Key Accounts Manager (Wholesale) posted by Tongaat
Posted on 2025-04-29 00:00:00
| Employer | Tongaat |
|---|---|
| Category | Manufacturing Production |
| Location | Kwazulu-Natal / Durban |
Job Summary
JOB FUNCTIONS:
1. ACHIEVEMENT OF TARGET SALES VOLUMES AND MAXIMISATION OF MARGINGS WITHIN THE ASSIGNED ACCOUNT
- National Sales Planning for the allocated key accounts/clients
- Analyse the markets potential and determine potential sales volume for customers.
- Ensure the sales and profitability of the account.
- Accurately forecast annual, quarterly and monthly revenue streams.
- Balance company objectives and customer requirements.
- Developing field action plans based on the key performance indicators and priorities.
- Contributing to the operational budget through indications and estimation of provisions that need to be accommodated to enable the key client to achieve and or improve performance levels.
- Identifying with constraints, challenges and opportunities to improve market presence with key clients within at a national level and recommending or executing reviews to agreements, plans and objectives.
- Generate reports that analyse competition and customers and product performance in the market.
- Collaborate with internal stakeholders to identify and develop solutions to enhance customer relationship in a cost-effective way.
2. DEMAND ANALYSIS
- Review actual sales against estimated demands with a view to identifying customer activity trends.
- Comparing variances and making a determination on the need to revisit the client services focus and plans based on investigational outcomes in relation to the specific client.
- Preparing responses to correspondence from key clients on service levels, quality, product specification and pricing.
- Interpreting, consolidating and compiling statistical data to represent national sales activity for the key client.
3. SUSTAINING / IMPROVING MARKET PRESENCE
- Maintain customer satisfaction by providing problem solving resources
- Evaluating the activities of the competitor of the competitor in the market and identifying areas in the Marketing and Sales action plans that can be reviewed to improve market presence.
- Conducting client visit with a view to assessing key factors that can contribute to improving client relationships and service standards.
- Handle complex and escalated customer service issues.
- Monitor sales data and account performance e.g. follow up on overdue accounts.
4. PEOPLE ENGAGEMENT, MANAGEMENT AND DEVELOPMENT
- Plan and organise personal sales strategy by maximizing the return on time investment for the territory/ segment.
- Develop standards procedures and policies to better serve customers.
- Communicate and work with the internal sales team to assist them in understanding the market and contractual obligations.
- Monitors conduct, performance and implements corrective measures to align behaviours and activities.
- Participate in the recruitment process to enable proper identification and appointment of key skills to specific roles within the department.
- Identifying training needs and proposing specific training interventions to improve skills and capabilities, Performance Management systems applications, conducting performance review sessions with the supervisory team.
- Take action to improve engagement and employee relations.
- Apply the disciplinary process through to initiating and chairing enquires.
- Comply with THS policies and procedures and legislative requirements.
- Interact positively with employees in the workplace and build a positive culture with open and constructive communication and teamwork.
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