Key Account Management Manager

We Are PepsiCo

Planning

• Develop Customer Account Plan for the allocated accounts that are aligned across the business system.

Specifically

• Phased volume, revenue, net revenue per/kg, spend and gross profit targets.
• Visibility & Access Points Strategy which fits stores types and ensure targets achievements.
• Manage & Agree on optimal items range which meet the shopper profile for allocated customers.
• Jointly Plan with customers Annual Activity Calendar which ensures Targets Achievements.
• Keep SSFL brands dominant inside stores to reflect its market leadership.
• Dominate Stores openings.
• Prepare monthly brief to all Field Team which contains all details related to the Confirmed Activities with Customers (items, quantity, displays, prices, POSM, mechanics, etc...).
• Negotiate and sign the CDA with customer on time and as per AOP and Financial Guidelines.

Customer Management

• Personally penetrate the customer vertically and horizontally to build strong, professional relationships that can
• be leveraged to gain commitment to the proposed plans.
• Additionally, lead and coordinate other filed managed
• accounts by supporting the Regional Managers in their penetration within the allocated accounts.
• Undertake an annual business review with the customer that involves all relevant personnel, reviews what has
• worked and presents the year ahead at a strategic level.
• Gain commitment from key customer decision makers to the account plan initially and on an on-going basis.
• Develop an excellent Business Relation with Customer Head Office Team & SSFL Management Team as well as at Stores Levels.
• Agree with Customers for listing all new SKU’s in Customers systems on time & as per CDA term.
• Make sure GTM (Merch. Freq.) & Service Level (PO Freq.) is properly followed as per agreed Strategy by Store
• Format.

Field Communication / Support for Execution Team

• Make sure the Account Plan is being implemented in Full & in Time. Specifically:
• Deliver Volume, revenue, net revenue per/Kg, spends and gross profit as agreed.
• Implement the agreed POP/ sales driver initiatives and targets.
• Implement the Activity Calendar.
• Ensure that all customer investment breaks even and delivers the best available business impact for
• SSFL.
• Ensure that customer pricing/ CDA terms are agreed to support the agreed business goals, based on
• principles and that any changes are based upon an objective business case and are approved by SSFL
• Management.
• Customer administration. Specifically:
• Develop and maintain an Account Fact Book that contains all relevant customer information, Stores details, as
• detailed in selling edge.
• Issue a quarterly report covering customer performance versus target, implementation of the account plan and
• the outlook for the balance of the year,
• Issue the KA scorecard on a monthly basis.
• Forecasting to the agreed standard.
• Budget management and monitoring, as detailed in the KA Monthly scorecard and budget tracker.
• Account administration as required (e.g. promotional proformas, listing forms, customer reconciliation,
• etc.).
• Leverage the Key account operating processes as outlined in selling edge to ensure that field are
• aligned to relevant activities and execution standards within the allocated accounts.
• Proactively report performance status versus objectives to track business performance.
• Regular Visits to the Stores as per agreed schedule.
• Motivate the field to ensure appropriate local activity is delivered within the allocated accounts.
• Lead any reconciliations problems at Customer Head Office level if required.

Review

• Update Score Cards at regular and consistent basis.
• Undertake store checks alongside account visits to ensure Execution 100% implemented as per CDA & Plans.
• Evaluate key activities/ promotions to determine what works best as a basis for future plans.
• Get all required Updates from Team & sent to SSFL Head Office on time especially Weekly Activities & Visibility Audit.

People (Where Applicable)

• Own and deliver excellent people processes for direct reports. Specifically:
• SMART Objectives at annual, quarterly, and monthly basis.
• An annual appraisal based on the objectives.
• Role profile as detailed in the Job description and my development competency model.
• Develop plan including projects, coaching and formal training.
• Represent career interests of direct reports in line with the CDAP process.
• On-going leadership and motivation of direct reports.
• On-going coaching and development of direct reports.
• Motivate and leverage other internal human resources to support delivery of the account plan.
• Self-development.

• SSFL Control Agenda & Control Responsibility

• Understand the objective of the control
• Maintain Process documentation that is complete and accurate including
• (i) narratives, (ii) flowcharts, (iii) test scripts
• Evaluate the effectiveness of controls assigned to them
• Maintain an audit trail to evidence execution of the activities, sufficient to enable re-performance by
• independent 3rd party
• Lead the remediation efforts for a control deficiency
• Provide results of testing to Process Owners.
• Key control accountabilities includes:
• Obtain CDA approvals as per SOA and forward to customer to get it signed & stamped; control #:

Qualifications

• Commercial awareness - strong knowledge of what's important/needed by Sales to develop Selling tools and stories and delivering Gold standard execution.
• Strong verbal and written communication as well as facilitation skills - Confidence to lead and direct discussion across all levels. Ability to engage and enthuse others with clear, concise communication to reach decision and recommendation.
• Strong Negotiation and Relationship building skills and ability to influence - Ability to influence at all levels
• and build relationship with key customers.
• Demonstrated functional expertise with FMCG Company for a minimum of 6-8 years of sales field experience
• and Worked before in Category Management Projects.
• Very Good English and Arabic language skills
• No travel restrictions
• Results Driven (results based on specific efficiency and productivity KPIs within predefined time frames)
• Developing and Supporting The Team (Actively improves others’ skills, cooperate effectively, diplomatic
• conflict handler)
• Persuasive Communication (Clear, fluent concise communication, gaining agreement and commitment)
• Integrity (Mutual trust, consistent with company ethics and values)
• Execute and operationalize a business strategy.
• University Graduate & Computer Literacy (Windows applications).