Regional Key Account Manager

Duties:
Integrate area details for market review incorporating Regional Market Trends.
Competitor Activity (pricing/promos/conversions) across the region.
Compare footprint evolution across region.
Identify white spaces for footprint development across sales areas.
Define each dealer''s / Franchise Owner''s business in terms of: Volume, Brand, Segment, Inch.
Establish share of business, and monthly turnover (in ZAR).
Confirm buying cycle & stock profile.
Conduct SWOT analysis.
Approves Franchise Owners individual business plan.
Training - technical and product including online offering.
Warranties.
Fleet support - Technical services.
Contracting and negotiating:
Category A and B customers only.
Agree on cycle of visits, key objectives, volume commitment & share of account targets.
Define rebate agreements, incentive targets etc. in agreement with customer.
Secure buying commitment.
Maintain business plan in CRM.
Execute and track business development:
Track unit, nett sales, development and service offering - Monthly.
Track size growth Volume & Margin - Monthly.
Track competitors unit development Quarterly.
Track agreed value proposition items.
Document committed responsibilities and create action plans for open items - Monthly.
Correlate Volume performance in region with market actions - Identify opportunities for improvements.
Build Collaborative new business:
Formulate project plan for execution and cost the action / requirements.
Establish tri-party agreements.
Set up Forward orders, FC & stock profiles to support this agreement.
Monitor Training with Key Account:
Agree upon Academy training plan and track execution.
Monitor training at store level.
Requirements:
BCom/ND Business Administration or Finance Related
5-7 years'' sales, marketing & technical experience
Understanding of sales, forecasts and logistics processes
2 years'' project team coordination experience
2 -5 years experience managing a small team