Key Account Manager

Summary

The Key Account Manager (KAM) is responsible for managing key accounts, developing and maintaining strong customer relationships, increasing sales, and coordinating internal resources to ensure exceptional service delivery. The KAM will collect and analyze data on key accounts to identify opportunities for growth, design in-store promotions, and monitor market trends to support the company's product offerings.

Key Responsibilities

• Develop and implement data-driven plans for key accounts to achieve sales targets.

• Manage customer relationships through regular store visits, cottage meetings, and management meetings.

• Define, coordinate, and execute monthly and quarterly sales and marketing plans.

• Understand merchandising objectives and identify opportunities for improvement.

• Collaborate with the Marketing Department to ensure successful execution of all marketing and sales activities.

• Ensure customer accounts are in good standing by working with the Finance Department.

• Coordinate with sales representatives, merchandisers, and promoters to capture orders and maintain optimal stock levels to minimize returns and expiries.

• Provide detailed post-mortem reports comparing plans versus actual performance, identifying strengths, weaknesses, opportunities, and threats (SWOT) and return on investment (ROI) metrics.

• Evaluate, understand, and execute customer service requests and requirements.

• Monitor and communicate competitive activities at customer locations, including pricing and promotions, to defend market share.

• Manage and resolve any issues arising at the store level.

• Identify opportunities to increase sales of existing SKUs and suggest new product offerings based on customer needs and market trends.

• Design and execute in-store promotions tailored to the needs of key account customers.

• Develop and implement sales specials to boost sales and customer engagement.

• Identify key personnel and influencers within key accounts to foster strong relationships and drive sales.

• Provide knowledge and market intelligence on the portfolio to all key stakeholders.

• Keep accurate records and documentation for reporting and provide timely feedback to the Management Team in an organized format.

• Collect and analyze data on key accounts to understand sales performance and identify underperforming SKUs.

• Utilize data to provide suggestive sales strategies and promotions.

• Identify key trends at the pharmacy level that can inform product additions and enhancements for principals and product offerings.

• Monitor competitor sales and promotions to provide insights and strategies to maintain and grow market share.

• BBA in Marketing or BSc in Business Management (a post-graduate qualification will be an asset)

• Three (3) years of practical experience in key account management or a related field

• Strong interpersonal and relationship management skills

• Excellent communication and presentation skills

• Strong planning, organizational, and negotiation skills

• Creative, analytical, and decisive with the ability to multitask effectively with minimal supervision

• Proficient in Microsoft Office 365 and data analysis tools

• Highly organized and adaptable to changing priorities

• Must possess a good working vehicle

• Willingness to work weekends if necessary