POSITION DESCRIPTION
Key Account Manager
Purpose of Role (In one or two sentences, why does this role exist?)
Development and execution of the sales plan within key account customers, in line with the overarching strategy of TWE within the
markets that these customers operate to deliver sustainable sales growth and delivery to budgets.
Key Responsibilities/ Accountabilities:
Sell, negotiate, develop and execute Strategic Business Plans with Customers that deliver the TWE business strategy linked to customer
classification:All Retail Customers:
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Sell & Negotiate, develop and execute business trading plans for the Customer.
Implement base business plan through the below key areas:Optimise the TWE portfolio through the category review process to maintain or grow key distribution/core range/NPD Speed
to market to meet share of space objectives.
Display of key promotional slots linked to priority brands and/or NPD within trade spend guidelines inclusive of all ambient
and cold space Drive the key National Marketing and agreed Account priorities through aligned support with the customer
Mutually agreed Strongly Compete Customers
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Implement as per base business criteria
Ensure that there is ownership of the key aspects of the respective customer P&L’s (through JBPs)
Build 6-12 month strategic business plans that use the base business principles to ensure that TWE grow beyond the customers
overall category growth
Partner internally with Category Development and Market to develop tailored activity at scale that provide differentiation for the
customer will also meeting the needs of their shopper based on a key insight
Mutually agreed Must Win Customers
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Implement as per base business criteria
Ensure that there is ownership of all aspects of the respective customer P&L’s (through JBPs)
Build 1-2 year joint business plans that use the base business principles to ensure that TWE have a plan that delivers overall
category growth and by implication – growth ahead of market for TWE
Clear points of differentiation to be developed in the JBP to ensure it meets the strategic agenda for the customer and links to
their key focus areas of conversion with the shopper
Diagnosis of Account (Customer Expert)
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Use TWE Plan Do Study Act CI Model
Utilise CRM within guidelines and process requirements
Be the customer & shopper expert within TWE and clearly communicate the customer strategy to business
Be the customer expert and share detailed understanding of the customer’s strategies & tactics to develop meaningful and
aligned Shared Plans with the customer:- Customer proposition and differentiation
- Promotional tactics and retailer vehicles
- Growth strategies and relevant financial targets
- Banner execution capabilities – to include what we can achieve in store with field sales staff
- Ramifications of customer financials on strategy and trading relationship
- Identify & communicate NPD opportunities & optimising TWE brand positioning on shelf
Delivery of KPI’s (Manage the P&L)
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Deliver the key financials for TWE – volume, NSR, net margin and trade spend budgets
Manage Promotional Programme effectiveness and ROI within pricing frequency and depth guidelines
Deliver on market share as directed within KPO’s and customer profile
Seek out over and above opportunities for value growth based on customer and business needs
Build effective forecast principles with customer to ensure continuity of supply
Communication
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Ownership of timely communication of Account promotional priorities and agreements to the National Account Managers, Region
Managers, ASM’s and field teams. This should also include in the development and circulation of national communication tools.
End to end ownership for communication of and management of promotional activity including systems loading, claims
management and demand forecasting.
Working closely with Brand teams, National Account Managers & Channel Development manager to deliver and monitor a
cohesive Customer Brand plan – Collaboration behaviour
Ensure execution to merchandising standards and that merchandising standards are maintained in each customer location
including compliance to trading terms and customer activity for the groups you are accountable for.
Be the go to person for the field sales team for all in field activity, direction and execution excellence
Manage strong commercial relationships with all members of the customer buying team and facilitate cross functional
relationships to deliver agreed plans with marketing, shopper activation and space management teams.
Communication of depletion plan by customer/state to TWE VRP to enable them to arrange appropriate shipment plan to
wholesalers.
Minimum Standards
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Comply with all company policies and procedures
Present a professional and responsible image to customers (and other external parties) at all times
Demonstrate behaviour consistent with the company’s Vision and key performance objectives
Behave consistent with EEO and HSE
Lawfully operate a motor vehicle
Responsible consumption of alcohol
Ensure spend & promotional strategies are in line within company policy
What are the key decisions made in this role?
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Analysis of data to recommend mechanics for promotional activity and negotiation thereof.
Creation of winemaker events and master classes based on brand and sales needs.
Portfolio management and optimisation of mix within customer.
Driving NPD agenda delivering on shopper, customer and TWE needs.
Determining sales drivers to deliver on targets.
What are the key challenges faced by this role in meeting goals/objectives?
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Achieve or exceed agreed KPO’s
Articulate ideas and influence outcomes effectively to drive acceptance.
Ability to understand how one outcome or decision may effect another area of the business
Managing various stakeholder requirements
Ensuring that information received and distributed is correct, complete and by agreed deadlines
Obtaining buy-in from all stakeholders in the process to ensure the best business result for TWE is obtained.
Operating in a manner that ensures sustainability of performance and measures
Utilising TWE systems to extract maximum value for TWE
Key Relationships (Who does the role interact with?)
Internal
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State Sales Managers
TWE Account Community
Channel Development Manager
Planning
External
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Customers- multiple contacts across their business
Industry associations where necessary
External information providers
Other industry participants
Suppliers (Capability)
Key Suppliers and Service providers
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Capability & Operations Finance
Supply
Marketing
Qualifications and Experience:
Qualifications/
Memberships:
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Degree in Business, Commerce or Marketing
Experience,
Competencies &
Skills:
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Min 5 years in National/Key Account Management
Demonstrated experience of delivering on customer needs whilst operating within your company’s
strategy.
Demonstration of a strong strategic business focus.
Experience in dealing with demanding customers & a proven track record in negotiation.
Ability to understand, embrace and capitalise on change.
Strong communication and influencing skills.
Proven record of Sales success and delivery to targets.
Wine sales experience preferred
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Our Growth Behaviours
What does it look like?
Be Focussed
We believe success comes from
focusing on the most important things
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Translate our vision and strategy into clear operational goals and priorities
Manage and adjust resources to focus on agreed priorities
Measure and communicate progress to others
Don’t allow myself or others to get distracted from our priorities
Challenge initiatives and behaviours which distract from our strategy
What does it look like?
Belief
We believe success comes from
believing in what we do. Actions come
from belief.
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Drive and deliver action towards our vision and goals
Consistently engage with my team and other stakeholders to ensure that they are
clear about our aims and objectives
Leverage organisational assets and team strengths into plans and actions
Recognise and reward successes and achievements of my team members and
others outside my immediate team.
Encourage others through difficult and challenging periods of change
Build our wine brands and our people
What does it look like?
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Trust
We believe trust is fundamental to
success.
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Commit to what the team decides, regardless of what position I took in the debate
Reach out and connect with others who should be involved to produce the best
possible results
Be responsible for my actions and hold others responsible for theirs
Deliver on my commitments, keeping others informed if I am experiencing difficulty
doing so
Surface tough issues that are hindering or hurting the team
Seek and give feedback
Seek input from colleagues and ensure all voices are heard
What does it look like?
Collaborate to Win
We believe by genuinely working
together, we will win.
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Have a good understanding of what Colleagues, Customers and Consumers value
and how our products and services create a compelling proposition
Seek out and use Customer and Consumer feedback to shape improvements
Continuously challenge and involve Colleagues in improving the Consumer and
Customer experience
Promote and reward practices and Behaviours that reflect a collaborative approach
First name:
Role description developed by:
Last name:
Position title:
Date: