Location: MidrandReporting to: Head Sales and OperationsJob Purpose:To devise and drive strategies for driving sales growth across the Retail business,including identifying new business opportunities and managing customer relationshipsand objectives in order to contribute to the achievement and delivery of strategicorganisational objectives. This includes leading and directing the Retail Key AccountsTeam and acting as a key contact for large retail customer accounts i.e.Shoprite/Checkers, Pick n Pay, Spar etc.Required LearningRelevant degreeMinimum 10 years' experience in an FMCG / Retail / Trade Marketing/Operations environment with a proven track record of key accountmanagement at a senior level.Strong relationships with key customers and stakeholders, especially largeSA retailers i.e. Shoprite/Checkers, Spar, PnP etc.At least 3 years managing teams.Solid exposure within healthcare, personal care and/or home care ispreferable.Strong negotiation skills.Key Job Outputs:Customer engagement and managementActively build, maintain and grow strong relationships with Customers andrelevant departments and internal stakeholders to encourage sales andcustomer loyalty.Ensure comprehensive understanding of customer strategic objectivesthrough interaction with relevant stakeholders.Engage NKAMS with regards to customer plans and interrogate previousplans and performance against agreed plans, ensuring comprehensiveunderstanding and alignment to customer strategic objectivesAttend regular meetings to update management, review plans and optimiseprocesses including third partiesManage effective flow of information.New Business DevelopmentNegotiating price increases, trading terms and product deals with customersand ensuring successful implementation and profitability/return oninvestment.Source new business opportunities in line with operational capabilities.Grow current business and manage cross selling opportunities.Be aware and have a sound understanding of competitor analysis anddistribution.Achievement of profitability, sustainability and financial targetsCompile forecasts and budgets and present to the Sales Head for sign-off.Implement, monitor and manage budgets, providing regular reports the SalesHead.Timeously identify variances in budgets and formulate action plans toaddress based on history of accounts.Implementation and optimisation of business strategies and plansRegularly analyse relevant data and conduct gap analyses to determinedelivery of strategies and plans.Act as interface between customer needs, retail KAM needs and Operations,ensuring effective communication at all times.Develop and implement measures to address problems/gaps.Ensure continual focus on improved delivery/customer relationships.Ensure compliance of the Retail KAM team to instituted processes andprocedures.Leadership and team managementThrough effective inspirational and practical leadership, facilitate thecreation of accountable, full-service teams who understand and strive tomeet the needs of all customers, customer and group objectives.Create and encourage a high-performance culture focusing on delivery ofobjectives.Take full responsibility for performance of all direct reports, motivating andmanaging them in relation to quality standards and agreed benchmarks andobjectives, focusing on all aspects of sound people management, such as:Performance ManagementCareer path planningOn-the-job training, coaching & mentoring.Core Competencies:Communication SkillsDecisiveness and Action OrientationDrive to succeedPlanning & organisingSupportive orientationLeading and developing peopleProject Management SkillsStrategic Thinking and PlanningCross Functional CapabilityStakeholder engagement