1. JOB IDENTIFICATION
Job Title: Key Accounts Officer
Reports to: Key Accounts Manager
Business Line: Sales
2. JOB PURPOSE
The aim is to state the overall significance of the job from the organisation's perspective.
To effectively achieve set sales volume, distribution, merchandising, shelving, and pricing across multiple brands and categories for respective areas in line with set organisational guidelines.
Store Officers are also responsible for ensuring stock availability in assigned territories and warehouses.
3. Job Description
Policies, Processes and Procedures
· Assist in the implementation of CBD Unit policies, processes, and procedures to ensure all relevant procedural / legislative requirements are fulfilled
· Follow all relevant departmental policies, processes, standard operating procedures and instructions so that work is carried out in a controlled and consistent manner
Planning & Sales
· Execute annual, semi-annual, monthly and bi-monthly plans as per the planogram
· Monitor their own performance and Merchandizer’s performance against the annual plans and report discrepancies to the Key Accounts Manager
· Develop, sell and issue suggested orders to the customers according to their stocks and movement to ensure that there are no out of stocks or overstocks and execute phase out and liquidation plans with customers to have smooth product transition
· Propose ideas to positively impact the business directly or indirectly in order to achieve sales
Budget Management
· Manage allocated budgets and offers to guaranty account’s fair share distribution and to purchase store displays without exceeding the allocated budget
· Provide assistance to the KAM in the preparation of annual key account budget by providing input and data related to specific elements as directed
Procurement
· Raise PR request to purchase department for required resources
People Management
· Supervise and manage a team of merchandizers and ensure timely execution of monthly and annual targets
· Supervise the activities and work of merchandizers by providing feedback and revisiting stores to ensure that all work within a specific area is carried out in an efficient manner and in accordance with set individual targets
Reporting
· Prepare and share bi-monthly CIR, Depth of discount, share of display, Share of shelf, share of SKU and share of feature reports with the managers.
Customer Relationship
· Ensure signing and implementing agreements with customer are as per principals guidelines to achieve superior in store presence and optimal SKU’s
· Build strong customer relationship to establish and maintain the company’s position as the preferred supplier
Safety, Health & Environment
· Ensure compliance to all relevant safety, health and environmental procedures across the department in order to promote a healthy and safe work environment
Related Assignments
· Perform other related tasks as assigned by the manager
4. APPLICATION OF GUIDELINES & DECISION MAKING AUTHORITY
Guidelines:
Thinking within defined policies, standards, and specific objectives
Decision making:
Work is subject to broad practices and procedures, general direction of output is managed
5. COMMUNICATIONS & WORKING RELATIONSHIPS
Internal:
Key Accounts Manager, CBD, CS&L, Finance & Accounting, Information Technology and Sales Development
External:
Customers and Merchandizers
6. QUALIFICATIONS, EXPERIENCE, & LANGUAGE SKILLS
This section states the minimum knowledge, experience and linguistic abilities required for satisfactory performance of the job.
Academic and professional qualifications:
· Minimum Bachelor’s degree is required
Experience:
· Minimum 2 years of experience in direct sales
Languages:
· Minimum intermediate level of English and Urdu language (Written & Verbal) skills
Skills:
· Good negotiation skills
· Good communication skills
· Excellent interpersonal skills
· Vigilant
· Able to work under pressure and multitask
· Persuasive selling skills
· Self-Motivated
· Adaptable
Salary Package
Salary Bracket: PKR17,000 – PKR 23,000
Fuel: As per company policy
Benefits: Annual Bonus + Provident Fund + Gratuity + Medical OPD + Health Insurance
Abudawood Pakistan (ADP), originating from the heartland of Saudi Arabia is the one of the largest multinational distribution company in Pakistan to have acquired the Distribution and Logistics business of consumer goods. We are globally known as Ismail Abudawood Trading Company (IATCO) and have 70 years of experience in Sales & Distribution. ADP is headquartered in Karachi, and currently operating in 44 locations. We have close partnerships with top companies selling over 40 leading brands from companies like P&G, Braun, Millac Foods and the Snack Bites Company. ADP employees have been trained with the high standards and proven business methods of P&G, long-time client and partner. Distribution ADP has an expansive system of 44 operational warehouses located across the country, facilitating the supply of over 35,000 cases every day to an ever-growing customer base. Our commitment is to deliver genuine benefits and superior quality to the customer which is deeply embedded in ADPs core infrastructure. The warehouse operations are designed to enable the movement of the products through the downstream supply chain in a cost-effective way relative to the local market dynamics. ADP has designed its own warehousing Quality Standards, which are implemented at each facility creating a Quality Culture within the organization. One of the key objective remains to evaluate and employ the use of technological innovation to better our service levels and distribution operational model to enhance the supply chain network. Logistics The Logistics Operations structure is one of the key areas where ADP consistently focuses to derive efficiency. The challenging complexities, competitive environment and the sheer dynamics of the market in which ADP operates, demand an intelligent and adaptive logistics structure. Therefore, ADP employs over 450 vehicles operating throughout its supply network from high-end packaged automobiles to the low-end tri-vans, to ensure the delivery of its pro