Strategic Key Account Manager

A Footwear Manufacturer is looking for a Strategic Key Account Manager to ensure that Net Sales, Gross Margin & ASP targets are achieved for Key Accounts by optimising sales opportunities, to ensure sales forecasts and all reports are accurate and on time, to ensure that distribution and product segmentation for Key Accounts meet company goals, and that strategic alliances and business plans are developed and aligned to company brand-share targets. 

DUTIES & RESPONSIBILITIES, NOT LIMITED TO: 

Key Account Management 

• Set and achieve Net Sales and Gross Margin targets for selected Key Accounts  
• Develop rolling business, marketing, and product plans for each account within your portfolio with the aim of achieving sales and profit targets 
• Manage your order book and assist with inventory management 
• Conduct range presentations for Sell ins to accounts within your portfolio for all categories within company business 
• Manage the brand segmentation between the accounts and ensure this leads to brand building strategies 
• Liaise with National Sales Manager and Product Managers to ensure product and sales strategies align with account objectives 
• Ensure Key Account One Pagers are kept up to date for National Sales Manager 
• Ensure Go-To-Market plans are compiled and executed in line with global product launches aligned to Key Accounts 
• Ensure pre-line meetings take place with Key Accounts 
• Ensure trading terms are in place for all Key Accounts within three months prior to the commencement of the financial year 
• Conduct quarterly review meetings with each Key Account to analyse sales and drive future business 

Reporting 

• Complete weekly sales report, with a focus on forward bookings for National Sales Manager 
• Ensure Key Account monthly and quarterly sales reports are completed for National Sales Manager 
• Complete weekly work in progress report for National Sales Manager 
• Complete quarterly reports on each Key Account within your portfolio 
• Participate in budgeting and forecasting process for accounts within your portfolio 

Forecasting & Inventory Management 

• Work with the National Sales Manager to build and manage a rolling 12-month Key Account SKU forecast 
• Prepare for each sell in a forecast by account by month on product requirements and delivery flow 
• Achieve 80% accuracy for each account, measured pre-and post-sell in/through 
• Work with the National Sales Manager and Demand Planner on placing excess inventory through Key Accounts 
• Develop company and competitor brand product knowledge and provide feedback 

Field Sales Requirements 

• Key Account Manager required to be in the field as directed by National Sales Manager 
• Document field visits in weekly sales report 
• Be on call to customers, customer services and company Management 
• Travel for range presentations and account management when required
• Ensure compliance with the company’s core values and policies 

Product Support  

• Assist Product Managers to select appropriate product for each Key Account 
• Assist in the strategic segmentation of the products between the accounts 
• Ensure that the product mix is in line with overall company strategy and is profitable 
• Ensure that the pricing structure is correct for the accounts to achieve planned margin 
• Ensure that the key marketing styles are actioned through the accounts 
• Provide continuous feedback to National Sales Manager and Product Managers to ensure the best ranges are selected. 

 Other 

• Attend all domestic Sales Conferences and if/when required, regional conferences 
• Work Closely with the Customer Service team to ensure Key Accounts receive premium service 
• Attend after hour functions where appropriate to ensure support is provided in Key Accounts achieving business goals 

REQUIREMENTS:  

• Significant experience and tertiary education preferred
• Strong Account Management skills
• Strong Footwear and Apparel product knowledge for both company and competitor product
• Strong numeric, analytical, excel and PowerPoint skills
• Proven entrepreneurial and commercial skills in wholesale  
• Persuasive sales and presentation skills with a strong customer service focus
• Sporting goods industry understanding, and experience preferred
• Proven negotiation skills and determined self-starter
• Outgoing and sociable with a willingness to spend time with customers after hours
• Ability to travel domestically and internationally if required