The KAM’s function is intermediary focusing on finding solutions for the customer, and building a solid and reliable/trustworthy, long term relationship between customer and company

PRINCIPAL ACCOUNTABILITIES

1. Customer Relationships
• Build and manage sound relationships throughout all levels of the customers organization especially with key personnel
• Excellent understanding of the customers business model - anticipate and understand the customers’ existing and future needs in depth (communicate this within team and own organisation)
• Identification of growth opportunities – both the current customer base as well as new business
• Ensure that customers are kept abreast of full range of products.
• Establish a call frequency pattern in accordance with customer expectation, as well as those set by line manager and/or company requirements

2. Market Intelligence
• Determine market information – timeously & accurately
• Communication of such through the appropriate channels eg direct verbalization to seniors / team members / call reports etc

3. Sales
• Implementation of customer specific plans ( strategic) as per line management as well as providing appropriate input in respect of the plans
• Analysis and evaluation of customers’ sales achievements (day to day operational activity) together with corrective actions as necessary. This includes monitoring monthly customer targets, pricing, share of business (volumes), product mix, sales forecasts etc and providing input in respect of corrective actions as and when required eg weekly sales meetings
• Adherence to the sales policy and procedure in terms of verifying the customers’ account status prior to visiting the customer eg calling for inventory reports, outstanding order portfolio, credit requests, service levels, procurement trends
• Inspect and verify quality complaints. Attend to customer quality complaints in a timeous manner, in accordance to set policy.
• Assist Credit Control staff in resolving claims arising from customer disputes on administrative errors.
• Update point of sale material on a regular basis.
• Develop sufficient technical knowledge around product as well as the customers’ processes so as to be in a position to provide reasonable advice upon a customers request Monitor and identify trends in specialist market environment.

4. Administration
• Ensure that the correct pricing and information is recordered on the order and cross referenced against the current pricing list.
• Ensure monthly call reports are updated timeously with all relevant information
• Facilitate customer visits by representatives of Debtors departments, in accordance to company requirements
• Record and follow up on back orders daily, ensuring timeous delivery of products and that preference of stock is given to strategic customers.
• Effectively and timeously communicate shortcomings on deliveries.

• Inter Company relationships – ensure and maintain sound relationships between sales and other departments eg Supply Chain, Logistics and Production so as to ensure appropriate customer service levels
• Manage a contact matrix to ensure that all potential points of contact and influence are being serviced appropriately

Qualifications & Experience

Minimum Required

• Sales & Marketing Diploma (NQF Level 5).

• 3 years direct Sales experience, preferably in Board Market.

• Computer Literacy (MS Office).

Desirable

• IMM Diploma or equivalent (NQF Level)

• SAP experience