Key Accounts Executive at The Coca-Cola Company

Key Purpose Statement

To manage Key Accounts and to manage execution of Local Key Account Strategy in the Region including wholesalers and smaller key accounts, ensuring required Revenue and Margin growth in these channels. Furthermore to implement the Stills Beverage strategy at regional level within all relevant channels to increase stills volume & value

Key Duties & Responsibilities

Key Outputs and Accountabilities

• Manage volume and revenue growth on behalf of the bottler system by category for stills (Energy, Water, Sport, Juice, RTD).
• Execute customer business plan against business deliverables.
•  Identified growth and profit opportunities.
• Generated appropriate category and customer strategies and tactics to build the customer plan.
• Integrated Company and Channel strategy with Category and Customer Marketing plans.
• Implemented the customer and channel business plan.
• Identified the implementation accountabilities of the Customer Business Plan.
• Ongoing basis workshops with customer regarding their independent business plans and utilises this information in developing future account plans.
• Set up promotional grid by pack and category, and support regional implementation of the plan.
• Manage promotional spend within the promotional framework and annual budgetary requirement.
• Manages new stills SKU listings to customer and implements.
• Negotiates permanent, promotional and ad hoc space with customer.
• Executes quarterly (or as per agreement) business reviews by customer.
• Attends frequent trade visits to customer stores with relevant regional personnel
• Understand pack margin and pack role per customer in order to optimise revenue growth. 
• Utilise market research and analysis such as Nielsen, loyalty data etc to formulate programmes and feedback to customer.
• Develop, implement and/or manage account specific programmes, promotions and packs as required and evaluation.
• Builds personal relationship with customer through various interactions such as charity sports days, customer conference participation, corporate golf days, host at local and international conferences and sporting occasions.
• Interacts at all levels within the organisation such as senior buyers, buyers and clerks.
• Problem solving and conflict handling/resolution

Skills, Experience & Education

Qualifications:

• A minimum of a Diploma in a Business Related field. 
• Degree in a business related field or Public Relations will be an added advantage.

Experience:

• At least 2 years’ experience in an FMCG environment
• Strong experience in Sales and Marketing, plus customer service with good networking skills
• Excellent interpersonal, verbal & written communication skills
• Valid and application driver’s license.

General

Competencies

• Product & Industry knowledge
• Competitor insights
• Strategic Thinker
• Analytical Skills
• Flexible
• Resilient
• Conflict handling ability 
• Good Attention to detail
• Customer focussed & Service orientation
• Strong administration capabilitie
• Commercial/ Industry awareness
• Excellent interpersonal skills / good motivational skills
• An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.
• Good negotiation skills when dealing with customers
• Ability to work under pressure
• Good presentations skills