Role purpose
As the Key Accounts Manager for Africa, overseeing territories in North, West, and East Africa encompassing approximately 12 countries, your core objective will be to cultivate and oversee pivotal client connections. Your role involves nurturing enduring partnerships, stimulating sustainable and lucrative expansion in harmony with regional objectives. You will be instrumental in attaining seasonal and annual benchmarks by orchestrating prompt order placements and streamlining customer procedures. Furthermore, you’ll offer assistance to the wholesale team as required, particularly by liaising with African clients during teammates’ absence or sales activities.
The key duties and responsibilities of the role are as follows:
- Contribute to the development of 1- and 3-year Marketplace Distribution and Strategic Sales Plans.
- Assist in crafting the 1-year plan, including channel and account growth strategies, key city distribution plans, and resource requirements.
- Actively engage in implementing the Marketplace Distribution and Strategic Sales plans over 1- and 3-year periods.
- Drive business growth by acquiring new clients and nurturing partner relations to maintain long-term collaborations to ensure sustainable revenue growth and achieve targets
- Provide consultative support on overall business status to accounts.
- Develop account development plans based on segmentation and tiering.
- Identify and address areas for improvement in the sales process.
- Generate monthly reports on sales performance and stock against budget.
- Collaborate with cross-functional teams, including Sales, Retail, and Marketing.
- Develop accurate forecasts (volume and OTB) for assigned accounts and adjust as necessary throughout the year.
- Establish professional relationships with key personnel in customer accounts.
- Ensure adherence to the account order process and timely order fulfillment.
- Coordinate with internal resources to meet account performance objectives and customer expectations.
- Serve as the primary interface between customers and relevant company divisions.
- Stay updated on the latest product trends and assortment lines.
- Understand the retail landscape in key countries and cities, including consumer behavior, pricing, and competitors’ positioning.
KPIs
- Achievement of seasonal and annual sell-in volume targets for accounts.
- Achievement of seasonal and annual sell-in profitability targets for accounts.
- Timely collection of payments.
- Execution of marketing activities in countries.
- Adherence to timelines.
Core competencies, knowledge, and experience
- BSc/BA in business administration or relevant field; certification in sales or marketing will be an asset.
- Fluent in English both verbal and written communication. French will be strongly considered.
- Willingness to be based in Malta with extensive travel requirements.
- 3+ years sales experience from sporting goods, fashion, consumer goods or consulting industries
- Analytical skills and experience of working with strategy and analytics
- Personal Leadership and high collaboration skills working with various stakeholders
- A self-starter who excels in both team and individual work environments
- Strong communication and presentation skills.
- Proficiency with MS Office Suite including Microsoft Word, Excel, PowerPoint, Teams, and other statistical analysis software.
