Key Account Manager

To be responsible for growing and retaining existing large contractor customers (Calgro M3,WBHO, etc) and recruit new customers in the same category

Functions / responsibilities:

•   Implement Key Account Strategy
•   Ensuring that key business stakeholders understand the strategy and their role in execution
•   Manage relationship with Store Reps in order to execute on strategy
•   Provide input into the review and adjustment of the strategy and tactical plans as and when required
•   Grow & Retain large contractors
•   Build and enhance professional relationships with large contractors through regular visits and reviews in order to understand, anticipate and meet their needs
•   Plan and implement call cycles to ensure appropriate time is spent servicing and meeting needs of existing customers whilst also planning to recruit new/potential customers
•   Conduct site visits where necessary to establish contractor needs in terms of stock requirements and advice
•   Provide customers with correct information ensuring right quantities are recommended for right applications
•   Advise contractors of upcoming promotions and always ensure updated price lists are available
•   Obtain orders and communicate with store closest to site to ensure that orders are processed and delivered timeously
•   Follow through with contractor to ensure that correct stock, quantities and quality delivered
•   Resolve customer complaints and concerns appropriately and satisfactorily
•   Recruit new contractors
•   Identify new sites and cold canvass where necessary as well as following up on leads in order to generate new contractor business
•   Market Builders when visiting new/potential customers, establish customer needs and indicate correctly and honestly how Builders could satisfy these needs through relevant product and price offering
•   Achieve sales and gross profit budgets and targets
•   Develop and implement action plans to achieve sales and gross profit budgets and targets agreed with the Regional Key Account Manager.
•   Cross sell and up sell to contractors to generate bigger basket and where possible promote higher margin products to generate profit
•   Analyse relevant BI reports, SAP, ASM, and C4C to track sales and margin to ensure achievement of targets
•   Calculate prices and tenders as relevant for contractors and where necessary forward big tenders to the tenders/quotations department and complete all the relevant paperwork.
•   Drive sales through the online platform through ASM
•   Communicate with stakeholders

Requirements:

•   Matric
•   Commerical studies
•   At least 5 years’ experience in similar customer sales position