Key Account Manager

JOB PURPOSE

The job holder will be responsible for managing staff selling to Direct Farmer Account (DFA) customers while prospecting and developing new accounts with a focus on building long term customer relationships and increasing sales revenue in the Key Accounts Segment within EAC.

MAIN RESPONSIBILITIES OF THE JOB

Area 1: Sales Revenue Growth

• Prepare and submit accurate sales forecast and timely reports to the line manager to facilitate proper planning.
• Achieve targeted numbers of DFA customers served against budget by managing team assigned in the area to achieve full development.
• Manage team to achieve required customer visit hit rate; call effectiveness and minimum order quantities and/ or values in order to drive sales in volume and value.
• Achieve sales volume as per the budget committed in the Area.
• Develop Baraka brand awareness and benefits to all customers and stakeholders in the Area.
• Pro-actively manage credit limit of the customer to support the sales growth.
• Ensure a balance of blends and straight sales (blends should be more than 70% of total sales).

Area 2: Market Development

• Continuously identify, recruit and serve new DFA customers in mandated Area as per the set target for business growth and sustainability.
• Identify potential new prospects and sell to them or if difficult propose to management.
• Identify, negotiate, plan and execute activation opportunities such as demo trials/strategic sampling, shop branding in line with customer’s agreement for purposes creating and maintaining sales for business growth and sustainability as well as Baraka brand awareness.

Area 3: Debt Management

• Ensure Account payment and Reconciliations are done on Time.
• Ensure Accounts operates within the stated credit limits.

Area 4: Relationship Management.

• Build, Manage and Maintain good strong long term customer Relationship with CFAO Agri Ltd.
• Ensure Timely address of Customers queries.
• Ensuring Immediate Customer Feedback.

Area 5: Timely Reporting and Feedback.

• Give timely feedback for purposes of planning and forecasting. Weekly PDCA reports are expected by end of every Saturday.
• Gather and Report market intelligence (reporting competitor activities).

KNOWLEDGE, SKILLS AND EXPERIENCE

(Minimum level of academic and professional qualification required to perform effectively in the role)

• Degree in Business/ Agricultural Course with at least 8 years’ experience in sales (4 in a supervisory position)
• Experience in related role or sales to B2B is an advantage

COMPETENCIES

Technical

• Project planning, implementation and monitoring

Functional

• Report writing
• Proactivity
• Innovation
• Strong Interpersonal skills
• Effective communication skill with both internal and external customers
• Robust organizational and planning skills
• Aligned with CFAO Agri key values: Teamwork, Respect, Integrity, Communication, Innovation, and Brilliant at the Basics.

Behavior

• Business acumen- knows how business works; knowledgeable in current and possible future policies, practices, trends, technology and information affecting the business; knows the competition; is aware of how strategies and tactics work in the marketplace.
• Strategic agility – Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can create competitive and breakthrough strategies and plans; can articulately paint credible pictures and visions of possibilities and likelihoods.
• Perspective – Looks toward the broadest possible view of an issue/challenge; has broad-ranging personal and business interests and pursuits; can easily pose future scenarios; can discuss multiple aspects and impacts of issues and project them into the future.
• Technical learning – Is good at learning new industry, company, product or technical knowledge.
• Quality decisions – Makes good decisions (without considering how much time it takes) based upon a mixture of analysis, wisdom, experience, and judgment; most of your solutions turn out to be correct and accurate when judged over time.
• Problem solving – Uses rigorous logic and methods to solve difficult problems with effective solutions; is excellent at honest feedback; looks beyond the obvious and doesn’t stop at the first answers; probes all fruitful sources for answers.
• Interpersonal skills – Is self-aware, and has ability to relate with people across all levels of seniority as appropriate, to ensure achievement of personal targets.
• Organizational positioning skills – Understanding of organization structure both formal and informal, is sensitive to how people and organization’s function; anticipates where the landmines are and plans his/her approach accordingly; views politics as a necessary part of organizational life and works to adjust to that reality.
• Energy and drive – Has speed and agility: taking quick and timely action; seizes more opportunities than others, pursues everything with energy, drive and a need to finish; seldom gives up before finishing especially in the face of resistance or setbacks.
• Integrity and trust – Trusted individuals who can present the unvarnished truth in an appropriate and helpful manner, keeps confidence, admits mistakes, and doesn’t misrepresent themselves for personal gain.