Key Account Executive

Job description

JOB PROFILE

Department

Modern Trade

Job Position

Key Account Executive

Reports to

Assistant Manager - Modern Trade

Location

Bahrain/ Manama

Main purpose of the role

To deliver a win win partnership with the various Stores/Customers through delivery of consistent sales growth, flawless execution & strict commercial discipline

Key Accountabilities

Operational :
1) To strictly adhere to the company’s code of conduct in all business dealings.
2) To achieve volume and value targets through sales, at specified prices, to the outlets in the salesman’s territory.
3) To ensure that the contractual counterparts are executed with the customer flawlessly
4) To ensure products availability and visibility in all outlets covered as per the company’s distribution and merchandising objectives.
5) To ensure regular and effective use of POS material/back up stock.
6) To ensure market coverage as per the agreed route plan.
7) To collect outstandings from trade in time so as to maintain debtors to sales ratio as per company policy.
8) To be company’s ‘eyes and ears’ in the market and report on competitive activities.
9) Interaction with the counterpart in other divisions for collection.
10) To keep watch on customers on payment issues and prevent loss/bad debts to the company.
11) Prevent customers from stocking and selling of counterfeits and grey stocks, report such issues to the Line Manager
12) Execution of the Promotion & CBP plans for the month
13) New Product Listing & Promotion listing as per the timeframe
14) Perfect Store Execution as per plan- flawless OSA
15) Coordination with merchandising team to pro-actively resolve the issues on OSA GAP, SOS, NPD at a store level
16) Closure of all claims & credit notes in a timely & accurate manner
Resource Control :
1) To effectively operate and maintain the vehicle. Ensure use of seat belt and vehicle is fully insured and registered.
2) To effectively implement the promotional activities operated from time to time.
3) To ensure stock delivery on time to the concerned outlets.
Administration :
1) To ensure update information on stocks/POS availability.
2) To liaison with commercial department for sales information systems and debtors review.
3) To ensure compliance and proper usage of all commercial and sales documents as per company’s requirement.
Liaison with Merchandiser :
1) Display - proper record of starting and end date and make sure the incentives are given on time.
2) Maintain standard and quality of display.
3) Follow up on stock re-filling and fresh stocks in the shelves, using FIFO
4) To ensure that stocks in the store have adequate shelf life and rotation of stock.
5) Follow up on routine matters to ensure day to day reporting
6) Credit notes/follow up etc.
7) To ensure the availability of POS/Promotional stock.

Key relationships

a) Within the company:

i) Channel Manager
ii) Sales Co-Ordinator
iii) Commercial Department
iv) Logistics
v) Sales team of other channels

b) Outside the Company:

i) Account customers
ii) Direct consumers
iii) Develop new account customer
iv) Competitive information/product/activity/over all business

Critical success factors of the job

Key competencies

Key skills

Relevant Experience

- Persuasiveness
- Initiative
- Adaptability
- Positive attitude
- Acceptability
- Tolerance

- Structured selling
- Oral and written communication
- Merchandising
- Numeracy
- Listening
- Time management
- Planning
- Analytical
- Van driving/maintenance
- Mandatory driving License

2 years in FMCG.

Any other personal characteristics

1. Written and oral communication skills
2. Analytical Skills
3. Negotiation Skills.
4. Selling skills

KEY NON-NEGOTIABLE REQUIREMENTS:

1. Must be Physically based in Bahrain
2. Must have a Valid Driver’s License for Bahrain
3. Must have at least 2 years of CD (Sales) Experience - FMCG Sales Experience is Desirable