Job Purpose

Manages key accounts strategically and with business orientation. Ensures the achievement of agreed sales volume and control of expenses.

Duties and Responsibilities

  Establishes and fosters partnerships and relationships with key customers both externally and internally. Reviews orders from outlets and checks with the account managers what can be delivered immediately based on the client’s credit status, promotions, and other factors. Conducts regular meetings with the AB & NAB sales team to discuss updates. Conducts weekly meetings with the finance team and the demand planner to discuss demand and expenses. Sets sales targets for the coming month in collaboration with the demand planner and gets approval from the sales director and head of sales. Allocates tasks to account managers accordingly. Checks previous day reports on the SAP system on what was delivered and what is still pending. Conducts a meeting with the team to divide tasks accordingly. Performs a market visit once a week accompanying one of the account managers to coach and guide them. Coaches the account managers on how to deal with customers based on Heineken standards. Calculates the monthly salary and commission of the team based on the set targets in collaboration with the HR department. Acts as a point of contact between the sales team and the HR department regarding attendance, allowance, commissions, and other relevant areas. Develops reports on market activities and sends them to top management.

Disclaimer: Other duties assigned as needed.

                           

Education & Experiences

Educational Background

Bachelor degree in Business Administration is preferable

Years of Experience

6 - 8 years of experience in Sales field

Qualifications & Other Requirements 

Excellent command of English Language

Advanced Microsoft Skills

 

Core Functional Competencies

Channel, Competitor and Shopper Understanding & Insights

The ability to understand channel trends and dynamics, competitor strategy and tactics and shoppers & consumers to effectively incorporate them into channel and customer strategies and plans.

Channel & Customer Development

The ability to efficiently manage & develop fragmented trade customers from planning through to execution

Distributor Management

The ability to effectively and efficiently select, manage and develop distributors to deliver our Route to Consumer strategy.

Sales Performance Management

The ability to effectively and efficiently cover the market through a performance and data driven, customer centric and execution focused sales organisation.

 

Personal Skills

Target Oriented Team Developer Analytical Skills Interpersonal & Communication Skills Planning Skills Problem Solving