Purpose of the Role:
An opportunity exists for an experienced Key Account Manager (KAM) to join the Isanti team and contribute to the achievement of the company’s strategic goals. The role exists in order to manage all aspects of the company’s customers with a view to ensuring that sales are accurately forecasted and delivered upon.
Key Performance Areas
Compile Forecasts and Associated Plans
- Receive twelve-month rolling forecasts from customers, which address agreed contract parameters & input into the ERP system for visibility to the demand & production planning managers
- Complete customer 13 week plans, based on 13 week and twelve months production plans
- Achieve accurate forecasting of various categories; accommodating the supply of customer requirements on time and in full
- Attend internal Demand and Forecast meetings, using information gathered to manage
- customer expectations in support of Isanti’s Sales strategy
- Manage weekly call off on the order to delivery process for established customers, confirming delivery plan with the Sales Administrator and notifying him/her of stock shortages
- Collaborate with the Planning Manager regarding Mould Management which includes but not limited to mould ordering requisitions, mould obsolescence, recovery of mould write-off costs, which addresses customer current and future needs
- Compile supply vs demand analysis, highlighting status against forecast and identifying potential problem areas in achieving targets
Key Account Management
- Represent the company and engage with customers, at diverse levels within their respective organisations to manage their expectations in line with Isanti’s capacity to address their demand requirements
- Maintain relationships with key customer accounts by conducting regular meetings with
- identified stakeholders throughout the client’s organisation
- Present status of forecasted supply to customers at weekly & monthly meetings, providing feedback on key issues related to quality, logistics and production
- Compile and present reports to clients in response to their requests, reflecting accurate, professional information in a timely manner
- Conduct formal quarterly reviews with key stakeholders within the customer’s organisation, measuring their KPIs vs targets and mitigating any future/possible risk in both supply and demand
- Deal with challenges raised by various stakeholders within key accounts by coordinating timely resolution with the relevant internal stakeholders and escalating more complex issues as appropriate
- Follow up with customers on outstanding orders, minimising impact on planned production and warehouse capacity by ensuring that stock is called off in line with stock holding policy
- Collaborate with internal stakeholders to minimise the impact of delays on the Isanti fleet
- Make sure that contractual terms are being serviced; identifying and actioning any potential issues with the appropriate stakeholders to minimise risk to contract security
- Provide relevant and appropriate market & competitor insights to both the customer and Isanti
- Follow up with customers on outstanding orders, minimising impact on planned production and warehouse capacity by ensuring that stock is called off in line with stock holding policy
- Collaborate with internal stakeholders to minimise the impact of delays on the Isanti fleet
- Make sure that contractual terms are being serviced; identifying and actioning any potential issues with the appropriate stakeholders to minimise risk to contract security
- Provide relevant and appropriate market & competitor insights to both the customer and Isanti Glass
- Provide Input Into Pricing
- Maintain an up-to-date pricing schedule which accurately reflects annual pricing adjustments per customer
- Participate in annual pricing reviews, providing input to Sales Executive on achievable margins, in accordance with set parameters whilst maintaining profitability
- Audit and highlight any pricing anomalies identified to Sales Executive, with consideration to competitor activity, rate of exchange and various other relevant factors, suggest revisions
- Conduct margin analysis to ensure that strategic parameters are met and maintained
- Debtor Management
- Collaborate with the finance team to stay abreast of the debtors’ status of key accounts
- Follow up and coordinate meetings with the relevant customer stakeholders on the payment of outstanding invoices, securing payment in accordance with agreed terms
- Contribute to New Product Development and Optimisation
- Continually assess competitor capabilities and weaknesses to ensure effective implementation of products
- Assist in the development and positioning of products, contributing expertise at product forums in response to technical needs expressed within customer base
- Recommend new product development by staying abreast with Industry trends and gathering market intelligence to inform new approaches to use of materials and product changes
- Collaborate with cross functional teams with clients around product solutions and developments, using an understanding of their requirements to inform a sales approach internally
Qualifications & Experience:
- A relevant Bachelor’s degree or equivalent
- At least 3 years KAM experience dealing with Blue Chip companies and multinationals
- Food and beverage/FMCG sector experience
- Relevant certifications or additional training in sales or account management will be beneficial
- Glass experience will be an advantage
Capabilities & Attributes
- Integrity and judgement
- KAM experience
- Strong communicator (verbal, written)
- Effective stakeholder engagement & relationship management
- Ability to influence and motivate teams, peers and management
- Delivery and results focused
- Service orientated at all times
- Attention to detail
- Planning and prioritisation with strong analytical abilities
- Computer literacy and an organised self-starter
Additional Information:
- Consideration will be given to Isanti’s EE goals
- Appointment is subject to qualifications and integrity checks
- If you don’t hear from us a month after the closing date, please assume your application was unsuccessful
Job Type: Full-time
Application Deadline: 2024/07/19
