Key Account Manager - Wine

Sales

• Achieve targeted profits, sales turnover, market share and customer service levels as outlined and agreed to in the business plans. This will require every customer to have a Customer Development Plan in place.
• Sell in and negotiate our trading terms document.
• Focus on sales of core brands of the company and ensure adequate distribution to maximise company profitability.
• Identify the different segments in the market and develop and implement appropriate sales strategies for each individual

account working closely with Category Specialists. Technology and information utilisation will be a key input into this.

• Organise Wine Tastings and where possible, conduct training on Wine / other beverages for customers.
• Informing the account of all new product launches in a timely manner and work actively towards maximising product

• listings in the outlets.
• • Identify and research new customers / prospective clients. Agreeing on sales and consumer activity plans for each new
• account, when they are handed over.
• • Distribution management is key to succeeding in the role.

Customer Relationship Management

• Build strong partnerships with Customers in a manner which enhances sales both by value and volume. This requires the KAM to regularly visit customers and key influencers, in line with a pre-determined journey plan, with a clear agenda and desired outcome, using the Customer Development Plan as a base.
• Managing issues relating to products, price and availability to enhance client relationship while balancing organizational

commercial needs, working closely with the Finance and Customer Service teams.

• Agree on Service contracts with the Customers and ensure that delivery against the contract is met.
• Develop a strategy of winning ‘Hearts and Minds’ of your key customers. Developing an evening trade tour schedule which

will ensure you engage the right people outside of normal office hours.

Information Analysis

• Analyse, together with the Sales Manager, the sales trends in the accounts across various categories and brands and develop appropriate Sales Strategies to maximize sales.
• Develop robust selling stories around right brand at the right price for the right consumer at the right time.
• Analysing and developing gap closure strategies vs current area distribution
• Constantly maintain and update customer records and files which should include details of key personnel, customer profile,

• minutes of meetings, sales performance history, all agreements with the customers, and all correspondence. Implementation of Marketing Plans
• • Implement marketing plans and all consumer activities in the outlets in a manner which increases brand visibility and brand
• equity.

• Work closely with the accounts to efficiently utilise all available merchandise.
• Developing bespoke activation programs to deliver on customer requirements outside of the standard programs available,

as long as the program continues to drive a brand agenda.

Brand Development Support

• On a monthly basis track and communicate each of your customers’ available support (Brand Development Support), which

is accrued in line with their purchases

• Invest the BDS in line with the Customer Development plan
• Commercially analyse and evaluate proposals for promotions/ trade support, using the appropriate tools.
• Focus on brands tactically to drive volumes of key products and ensure that the brands remain on top of the end consumer’s mind.
• Utilise spend to build A+E brands within the brand guidelines laid out by the principal suppliers.

Collection of Payment / Debt Management

• • Ensuring payments are made within the agreed period of time and as per the company’s guidelines and financial policies.
• This may include collecting physical cheques if bank transfer is not currently set up.
• • Managing and resolving any long standing debt issues.

Others

• Ensure that Special Orders are placed and depleted as per agreed processes, terms and conditions.
• Collate information about developments in the market and feedback into the concerned persons.
• Represent the company at on- trade and sponsored events.
• Ensure all sales are done as per the laws of the land and as per established guidelines.
• Completely understand, respect and function within the team he/ she operate, so that complete alignment with the

organizational goals is achieved.