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Highlands is a Kenyan company manufacturing and marketing non-alcoholic beverages, with a history spanning 69 years.
A Pioneer of the East African beverages industry, Highlands has been transformed from a small family factory to a category leader with an "own-brand" portfolio that spans the major beverage categories and consumer segments of the market.
Key Responsibilities:
Strategic Account Management:
- Develop and implement strategic account plans to achieve sales targets, foster account growth, and identify new business opportunities.
- Conduct regular business reviews with clients to assess their needs, address concerns, and provide solutions that meet their objectives.
Profit and Loss Management:
- Oversee the P&L for all brands, strategically driving growth in both top and bottom lines.
- Manage revenue, operations, inventory, pricing, and gross margins to optimize financial performance.
- Analyze costs and implement strategies for margin improvement, revenue growth, and process streamlining.
- Identify upselling and cross-selling opportunities within existing accounts.
Promotional Campaigns and Schemes:
- Develop promotional campaigns and schemes aligned with margin structures and business priorities.
- Ensure effective communication of these campaigns to downstream teams, equipping them to meet and exceed targets.
Cross-Functional Collaboration:
- Work closely with Supply Chain, Logistics, CRM, and field teams to ensure smooth operations and execution.
- Build strong working relationships with cross-functional teams across the organization to achieve business goals.
Accounts Receivable Management:
- Manage debtors in all key accounts according to agreed trading terms, ensuring timely collections and maintaining healthy cash flow.
Leadership and Team Direction:
- Provide leadership and direction to a team of modern trade executives and merchandisers.
- Set ambitious growth targets and empower the team through strategic guidance, continuous support, and effective resource allocation.
- Equip each team member with the necessary tools and knowledge for excellence, fostering a collaborative and high-performance work environment.
Skills:
Sales and Account Management:
- Demonstrated success in managing key accounts and achieving revenue targets.
- Strong negotiation and influencing abilities.
Strategic Thinking and Problem-Solving:
- Ability to identify client challenges and propose innovative solutions.
- Drive business growth through strategic planning.
Communication and Interpersonal Skills:
- Excellent communication skills to engage with clients and build long-term relationships.
- Understand client needs effectively.
Organizational and Time Management:
- Exceptional organizational skills to prioritize tasks and manage multiple projects.
- Meet deadlines efficiently.
Analytical Mindset:
- Interpret data, extract insights, and make data-driven decisions.
Proactive and Collaborative:
- Self-motivated with a passion for exceptional customer service.
- Ability to work independently and within a team.
- Industry Knowledge:
- Strong understanding of market dynamics.
Required Qualifications:
Education:
- Bachelor’s degree in business administration, Marketing, or a related field.
Experience:
- Proven track record in sales, key account management, or relevant customer relationship management roles.
Industry Knowledge:
- Familiarity with the industry or market in which the company operates.
Technical Skills:
- Proficiency in using CRM software and other relevant sales tools.
- Strong business acumen and financial understanding.
Flexibility:
- ty to travel to meet clients as needed.
Additional Qualifications (Preferred):
- Certifications or training in sales, account management, or customer relationship management.
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