Key Account Manager CAPE TOWN: Servicing the entire Western Cape

Western Cape, CPT - CBD Monthly Cost To Company (Company Vehicle + Fuel Card; 13th Cheque; Performance Bonus; Medical Aid; Provident Fund, Market related) KEY ACCOUNT MANAGER to be based in CAPE TOWN**: Servicing the entire Western Cape**

Our client, one of the largest wood-based solutions providers in the world, is seeking a dynamic Key Account Manager whose purpose is to maintain and grow their diverse customer base (B2B and B2C, including end-consumers and merchants) by building long-term, value-adding relationships.

In this role, you will play a critical part in driving business growth, strengthening customer partnerships, and ensuring the company remains a trusted leader in the industry.

THE MINIMUM REQUIREMENTS FOR THE ROLE ARE:

Non-Negotiable:

• A relevant Diploma in Sales, Marketing, or a related field at NQF Level 5 or higher.
• At least 5 Years Direct Sales Experience, preferably in the merchants industries using wood-based panels, decorative products, construction materials, architects, property development, hardware, paint, DIY, furniture manufacturers, retailers, etc.
• Proficient in MS Office packages (advanced Excel preferred) and Salesforce.
• Valid Driver’s Licence, clear criminal record, and willingness to travel frequently as required for client engagement and market expansion.

Highly Beneficial:

• Familiarity with SAP systems for reporting and process efficiency.
• Qualification in Quantity Surveying or Civil Engineering

DUTIES WILL INCLUDE:

Business Development

• Actively focusing on obtaining better brand recognition.
• Researching and reviewing current market trends in order to propose new business ideas that can improve revenue margins.
• Setting goals and developing plans for business and revenue growth.
• Researching, planning, and implementing new target market initiatives.
• Researching prospective accounts in target markets.
• Pursuing leads and moving them through the sales cycle
• Attending industry-related conferences and events, networking, establishing and building strategic partnerships.
• Identifying new potential markets for selling products and developing revenue streams, and developing lists of potential prospects.

Strategic Territory Sales Management

• Implementing customer-specific plans (strategic) as per line management, as well as providing appropriate input with respect to the plans
• Analysing and evaluating customers’ sales achievements (day-to-day operational activity) together with corrective actions as necessary. This includes monitoring monthly customer targets, pricing, share of business (volumes), product mix, sales forecasts, etc. and providing input in respect of corrective actions as and when required, e.g. weekly sales meetings.
• Adhering to the sales policies and procedures in terms of verifying the customers’ account status before visiting the customer, e.g. calling for inventory reports, outstanding order portfolio, credit requests, OTIF service levels, and procurement trends.
• Inspecting and verifying quality complaints. Attending to customer quality complaints promptly, in accordance with set policy.
• Assisting Credit Control staff in resolving claims arising from customer disputes on administrative errors.
• Updating the point of sales and marketing material regularly.
• Developing sufficient technical knowledge around products as well as the customers’ processes to be in a position to provide reasonable advice upon a customer’s request
• Monitoring and identifying trends in the specialist market environment.
• Creating pull in the downstream specification value chain, by targeting & influencing key decision makers (Architects, Designers, Quantity Surveyors, Property Developers, Contractors, Kitchen Manufacturers, Shop-fitters & Office Furniture Manufacturers) to specify value-add.

Customer Relationships

• Building and managing sound relationships throughout all levels of the customer's organisation, especially with key personnel.
• Excellent understanding of the customers’ business model - anticipate and understand the customers’ existing and future needs in depth (communicate this within the team and own organisation).
• Identifying growth opportunities – both the current customer base as well as new business.
• Ensuring that customers are kept abreast of the full range of products.
• Establishing a call frequency pattern in accordance with customer expectations, as well as those set by the line manager and/or company requirements.

Market Intelligence

• Obtaining and analysing territory market information – timeously & accurately, and utilising data to improve sales and seek out new opportunities
• Sharing intelligence with the national sales and marketing team, communicating through the appropriate channels, e.g. direct verbalisation to seniors/team members / Salesforce, etc.

Marketing

• Driving the brand awareness and visibility at customer sites and consumer sales points.
• Investigating, understanding, and documenting the value chain from the developer, architect, interior designer, merchant, and KBB supplier.
• Providing feedback to the Specifications Manager on any successful specifications.
• Creating a pull for the product through a proactive approach to sample and display placement within end-user showrooms.

Administration

• Adhering to the company’s order intake policy by ensuring that the correct pricing, request date, delivery address and order number are recorded on the order. Pricing should be referenced against the relevant price list and any discounts noted on the order.
• Updating PriceFX in accordance with strategic price adjustments in a timely and accurate manner.
• Ensuring weekly call reports are updated in a timely manner with all relevant information on the Salesforce platform.
• Facilitating customer visits with representatives of CSC, Industrial, and Debtors departments, in accordance with company requirements.
• Recording and following up on back orders daily, ensuring timeous delivery of products and that the order intake process aligns with the customer classification.
• Effectively and timeously communicate order portfolios every week, in conjunction with CSC, as internally agreed upon with the Business Manager or when requested by the customer. Delivery schedules and shortcomings on deliveries must be communicated at the time of occurrence.
• Ensuring and maintaining Inter-company relationships between sales and other departments, e.g. Supply Chain, Logistics and Production, to ensure appropriate customer service levels are improved or maintained.
• Managing a contact matrix to ensure that all potential points of contact and influence are being serviced appropriately For more information please contact: Lisa-Michele Richards