Job Description

Managing and developing a portfolio of customers and key accounts in the territory. Achieving KPI objectives (sales, value added, accounts receivables, etc.) according to regional marketing and pricing strategy, as well as commercial guidelines. Leading for Nandos negotiation with the defined customer accounts (key and monitoring account list). Finding the best compromise between the group (Nandos), regional (SBU) and local (BU) objectives and customer needs (price, product etc). They function as the main point of contact and the trusted advisor for the key accounts, and communicate regularly with them through various channels, such as phone calls, emails, meetings, and presentations. They also coordinate and facilitate the interactions between the key accounts and the key account team and ensure that the key accounts receive the best service and support. A key account manager strives to establish rapport, trust, and loyalty with the key accounts, and to understand their challenges, goals, and feedback.
Minimum Requirements

• Com (Bachelor of Commerce) in Sales and Marketing
• BBA (Bachelor of Business Administration)
• BA (Bachelor of Arts) in Retail Sales and Marketing
• B.Sc. (Bachelor of Science) in Marketing and Management or relevant field

• Degree qualified or equivalent experience
• Have a minimum of 5 - 10 years in a sales environment (Preferably in a B2B)
• Experience of international sales and multi-cultural environments
• Should have experience of working autonomously and working across a matrix organization
• Experience and success in working independently, defining priorities, and arranging own agenda
• Able to travel is an essential requirement.

FMCG/Manufacturing experience (5-10 years) * Proven demonstrable track record in successful sales/key account management in a B2B sales environment

• English - verbal and written communications skills will be required at the highest level of competency for both roles
• Other language according to needs
• Computer literate and able to use word, excel and power point to a high standard of competence

Duties and ResponsibilitiesNew Business Opportunities:

• Identifying new business opportunities and developing your market in close cooperation with the Head of Supply Chain and Shared Services
• Defining and implementing customer action plans for both a) existing accounts and b) with a view to developing opportunities with new customers
• Supporting the Head of Supply Chain and Shared Services as required for key account local sites
• Driving Account Plan creation for defined customer accounts to business standards
• Defining objectives with all BU stakeholders for defined customer accounts
• Defining and implementing customer action plans for designated customer accounts
• Leading contract negotiations and closing deals for designated customer accounts
• Play an integral part in generating new sales that will turn into long-lasting relationships
• Developing and executing cross-sell and upsell strategies to increase revenue from current accounts.
• Conducting market analysis, analyzing competitors, and staying updated on industry developments to enhance business offerings

Customer Performance/Satisfaction:

• Optimizing customer portfolio (profitability focus)
• Collecting and maintaining relevant customer and competitor information with a view to communicating it systematically within Nandos organisation
• Coordinating and ensuring resolution of customer complaints in conjunction with QA and Operations personnel
• Tracking performance by customer, key account and product, and reporting information accurately and timely, using required tools and BU dashboards
• Reporting customer performance monthly
• Use and apply the required tools to process; account plans, activity planning, sales funnel, reporting
• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics
• Acts as a liaison between the customer and the company, ensuring that customer needs are met, and issues are addressed in a timely manner.

Customer Retention:

• Develop trust relationships with a portfolio of major clients to ensure they do not turn to competition
• Acquire a thorough understanding of key customer needs and requirements
• Expand the relationships with existing customers by continuously proposing solutions that meet their objectives
• Ensure the correct products and services are delivered to customers in a timely manner
• Serve as the link of communication between key customers and internal teams
• Resolve any issues and problems faced by customers and deal with complaints to maintain trust
• Responsible for maintaining strong relationships with key customers, understanding their needs, and working to meet those needs

Culture and Compliance:

• Ensure awareness of the Nandos values and conduct business in accordance
• Ensure all employees and customers are treated with dignity and respect
• Establish a culture of pro-activity for HS&E and Quality awareness
• Lead by example
• Ensure you understand and meet all health and Safety requirements when conducting business on customer sites
• You will be required to travel to customer locations and other Nandos locations as requested/directed by your Line Manager as well as according to customers needs
• Participate in Audits
• Understand the business processes
• Responsible for coordinating the efforts of different departments within the company to ensure that the customer is receiving the best possible service.

Nando's