Snr KAM IDP Wholesale
Reckitt
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- Snr KAM IDP Wholesale
- City: Johannesburg
- We are Reckitt
Home to the world's best loved and trusted hygiene, health, and nutrition brands. Our purpose defines why we exist: to protect, heal and nurture in the relentless pursuit of a cleaner, healthier world. We are a global team united by this purpose. Join us in our fight to make access to the highest quality hygiene, wellness, and nourishment a right and not a privilege.
Sales
Our Sales teams help to deliver Reckitt's purpose by building shared success with our customers, making access to the highest quality hygiene, wellness, and nourishment possible in-stores and online. Within Sales, we're focused on achieving outperformance across all of our channels, operating in highly competitive categories. This focus results in a dynamic, fast paced environment where cross functional teams are encouraged to collaborate to achieve success. We have around 10,000 sales people across the world, within market roles and ranging in areas like Field Sales, Key Accounts, Trade Marketing and Category Development.
About the role
As the Senior Key Account Manager: Independent Pharmacy Wholesale, you will be responsible for developing and executing strategic customer plans that drive sustainable growth, profitability and market share across Reckitt’s Independent Pharmacy Wholesale channel.
You will own the overall commercial relationship with assigned wholesale customers, developing strong strategic partnerships and identifying opportunities to grow Reckitt’s brands through the wholesaler network and into the independent pharmacy channel.
The role requires a strong understanding of the South African Consumer Health and FMCG environment, wholesale dynamics and the unique requirements of independent pharmacy customers. You will be accountable for delivering commercial objectives across Net Revenue, Commercial Operating Profit, Gross Margin and Net Working Capital, while ensuring strong execution of customer plans.
You will lead customer strategy, commercial negotiations, promotional planning, trade investment, portfolio development, new product launches, demand and stock management, and cross-functional execution.
Your responsibilities
- Develop and implement strategic account plans for key Independent Pharmacy Wholesale customers in line with Reckitt’s overall commercial strategy.
- Deliver agreed customer sales, growth and profitability targets across Net Revenue, Commercial Operating Profit, Gross Margin and Net Working Capital.
- Identify and develop new opportunities to increase Reckitt’s penetration and share within the independent pharmacy wholesale channel.
- Build strong, long-term strategic relationships with key decision-makers across wholesale customers.
- Develop a deep understanding of each customer’s business model, growth priorities, profitability drivers and route-to-market.
- Identify opportunities to expand distribution, improve portfolio penetration and accelerate growth across independent pharmacies.
- Responsible for the promotional strategy per customer, and promotional execution (including trade budget management, range and space optimisation)
- Responsible for managing customer negotiations in relation to Reckitt Benckiser commercial strategy and the customer trading terms
- Implementation and ongoing management of the category strategy per customer
- Responsible for developing customer new product launch plans and ensuring successful implementation
- The experience we're looking for
- Minimum 5 years’ experience in FMCG, Consumer Healthcare, Retail, Wholesale or a related commercial environment
- Bachelor’s degree ideally in a business related subject
- Proven experience in Key Account Management, Customer Management or commercial sales.
- Experience managing pharmacy, healthcare, FMCG or wholesale customers is highly advantageous.
- Experience managing Independent Pharmacy Wholesale customers would be an advantage.
- Proven track record of delivering sales growth, profitability and commercial results.
- Strong commercial acumen, with an understanding of trading terms, gross margin, trade investment and customer profitability.
- Strong understanding of the South African FMCG, Consumer Health and Pharmacy environment.
- Demonstrated ability to analyse customer data and translate insights into commercial actions.
- Strong negotiation and influencing skills, with the ability to build relationships at senior customer level.
- Experience working cross-functionally with Marketing, Finance, Supply Chain, Category and Demand Planning teams.
- Strong business planning, forecasting and execution capabilities.
- The skills for success
- Account Management, Negotiation, Commerciality, Partnerships, Strategy, Leadership, Profitability, Forecasting, Distribution, Consumer Health, Customer Mangement, Trading terms, insights, Data
- What we offer
With inclusion at the heart of everything we do, working alongside our four global Employee Resource Groups, we support our people at every step of their career journey, helping them to succeed in their own individual way. We invest in the wellbeing of our people through parental benefits, an Employee Assistance Program to promote mental health, and life insurance for all employees globally. We have a range of other benefits in line with the local market. Through our global share plans we offer the opportunity to save and share in Reckitt's potential future successes. For eligible roles, we also offer short-term incentives to recognise, appreciate and reward your work for delivering outstanding results. You will be rewarded in line with Reckitt's pay for performance philosophy.
Equality
We recognise that in real life, great people don't always 'tick all the boxes'. That's why we hire for potential as well as experience. Even if you don't meet every point on the job description, if this role and our company f