Group Accounts Manager – Head of Group Accounts

Group Accounts Manager – Head of Group Accounts

Reports To: GM Trade marketing and Group accounts            
Function: Sales            
Area: South Africa            
Number of Reports: 5

Overall Responsibility:

Develop, service and grow relationships with the already established as well as potential new Trade Partners and National Group Accounts to establish and grow our SHP portfolio and volume within the On-consumption and Off consumption Channel

Focus Area 1- Sales Execution    

  • Ensure Sales execution within the On and Off Premise channel delivers on budgeted volume targets                  
  • Achieve sharp synchronized brand activation execution performance on a national basis                  
  • Align with Trade Marketing team to assist with developing sales actvities which aligns to calendars and key annual sales opportunities                 
  • Develop and maintain relationships with Key Off and On premise groups and Banner Groups as defined from time to time.                  
  • Ensure Group account calendar is communicated and executed                  
  • Ensure Sales execution within the execution blueprint standards                  
  • Manage the operational execution of sales orders with customers and distribution centers                  
  • Enable on time and in full customer order forfillment                  
  • Resolve group account queries and complaints                  
  • Ensure in trade outsourced sales and merchandising execution        
  • Ensure that all volume driven activities contribute to the overall volume waterfall requirement of the business


Focus Area 2-Budget and Reporting 

  • Own and Manage the Annual Budget Group accounts and the Off premise and on premise channels                  
  • Own the Annual/Quarterly/Monthly Oncon sales forecast across all brands                  
  • Monthly/ weekly reporting on progress towards achieving key goals          


Focus Area 3-Strategy and Plan Execution

  • Develop the annual channel strategy and strategic imperatives
  • Develop annual market potential study                  
  • Develop account plans by Group Accounts                  
  • Develop, present and execute channel plans, aligned to the strategy and supported by the budget forecasted sales volumes                  
  • Assume accountability of the commercial channel Budget                  
  • Analyze data and develop key leading insights                  
  • Clearly Communicate Channel strategy which can be executed by the SHP Sales Team


Focus Area 4 –Cross Functional Support    

  • Works closely with Trade and Brand Marketing in planning and execution of the Oncon Sales Initiatives                  
  • Develop key Events properties to ensure Brand Support
  • Cross functional integration with Finance and other support departments  


Focus Area 5-Leadership, People Management and Development    

  • Support and entrench the company culture that emphasizes quality, continuous improvement, key employee retention and development, and high performance.                  
  • Inspire and motivate the broader SHP team to deliver on goals and maximize individual and the overall company performance
  • Lead the group accounts team and ensure a high performance culture                  
  • Provide overside and direction to sales team members when required    


Requirements of the Role    

  • Post Matric Qualification in Sales/Marketing                  
  • A minimum of 5 years’ experience in Sales/Marketing in a FMCG environment, beverage industry preferred                  
  • Extensive understanding of the operational and commercial elements required in group accounts                  
  • Proven track record of exceptional people leadership skills                  
  • Proven track record of outstanding trade execution and leading teams to performance achievements                  
  • Proven track record of strategic decision making and outperforming competitors in market  


Preferred Skills    

  • Persuasiveness and selling ability                  
  • Exceptional verbal ability and communication skills                  
  • Relationship Building                  
  • Commercial Accumen                  
  • People Management                  
  • Analytical ability


NB: Specific duties/responsibilities will vary from time to time: the above list is intended to indicate the general nature of the post and is not exhaustive. The post holder will be expected to be flexible in supporting the business by undertaking any other responsibilities which are aligned with this job level

Job Department: Sales
Job Location: National

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