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Job Description :
Job Title:Key Account Manager
Level:L5 (Category 10)
Reports to:Head of Sales Spirits
Guinness Cameroun S.A. (GCSA) is a full drinks supply and demand business, and is a subsidiary of Diageo Plc, the global alcoholic drinks company.
GCSA operates a 1.6M Hl Brewery and packaging facility in Douala, (also covering logistics & procurement) producing a portfolio of Stout, lagers, RTDs and Malta, and has installed in 2016 a manufacturing line to produce mainstream spirits. A great number of Diageo International Spirits brands (J&B, Johnnie Walker, Baileys, Smirnoff Vodka…) are imported and distributed.
Our vision is to be the most celebrated, most trusted and most respected business by F25.
With over 400 employees working across Supply & Demand we have a significant investment underway behind our people agenda to ensure that Guinness Cameroun is truly Best Place to Be. We are also proud of the contributions we make in the communities in which we operate both economically and socially, for example our dedication to provide safe access to drinking water to 1million people each year.
Purpose of the role
Account Management roles are responsible for building and managing the overall (generally head-office) relationship with multi-outlet accounts, as well as most significant and generally most sophisticated customers.
They manage All Take home trade channels, all supermarkets & Convenient Stores, Travel Retail, Hotels, Clubs & Style bars, Specialists and manage the development and execution of Key Accounts’ plans to achieve mutually defined objectives.
Releasing people’s potential. People capability development through mentor and accompaniment of Key Account, Spirits Development Executives team, based on Diageo Way of World Class Selling principles. Drive outstanding operational standards and ways of working: Journey Plan standards, calls efficiency and effectiveness, active selling, billing and data accuracy…)
Forward-thinking execution. Embedding the Everyday Minimum Execution Standards as the way of working. Ensure complaints from key accounts receive timely resolution.
Partnership with key accounts. Develop and maintain great relationships and business partnerships with key accounts. Define and deliver medium and long-term Key Accounts business plans, and the strategy for their implementation, around a total alcohol, one portfolio approach. Define customer trading terms (e.g. bonus, credit, discounts) in the commercial planning, following guidelines from Finance Decision Support. Identify business opportunities, emerging trade trends and insights, and develop innovative ideas in strategic accounts.
Delivery of field sales objectives. Ensure that objectives in terms of availability, transparency, volume, margin, quality (e.g. RQI) and customer price of products are achieved for key accounts.
Compliance. Ensure that Key Account and Spirits Development team members are well-trained and aligned with the Diageo Marketing Code, COBC and all corporate compliance guidelines.
Reporting & Analysis. Consolidate insights and data gathered by Key Account and Spirits Development team to ensure that hierarchy and relevant partners are fully info-advised all times.
Qualifications and Experience Required
At the least Bachelor Degree in a business related field
A strong 6 years + track record in sales (experience at a manager level would be an added advantage), with specific experience in account management, field sales or trade marketing.
Strong understanding of commercial opportunities and sensitivity to customers’ happiness
Basic P&L literacy and previous experience of financial data (targeted trade investment, margins optimization, customer profitability…)
Strong numerical skills and high level of digital literacy
Previous experience of managing/leading teams, either directly or indirectly, would be an added advantage.
Strong influencing skills, able to set a vision and inspire clients. Authentic in all interactions, and able to build true partnerships with customers and internally with other functions.
Strong interpersonal skills, both verbal and written, in French and English
Strong ability to multi- task and operate with pace and agility
Ability to find pertinent solutions in a multifaceted and fast-running environment
Willing to experiment and learn.
Valid driving license and strong driving experience
Barriers to Success in Role
Inability to influence people and situations
Lack of passion for field sales world
Lack of understanding of the market environment
Poor planning and self-organization
Lack of integrity
Lack of winning and positive mind-set
Working days go from Monday to Saturday, with flexible break time. The role may require to work in the night and may require travelling within Cameroon.
Worker Type :
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