​PRINCIPAL ACCOUNTABILITIES:

1. Account Strategy & Business Delivery
- Conduct strategic accounts analysis reviews and provide strategic analysis of own and
opposition performance to the company.
- Recommend resources (TCI) strategies and plan for responsible accounts to the company in
conjunction with National Key Account Manager
- Coach the KA Executive to achieve above average company market share in responsible
strategic convenience accounts and grocery accounts by managing these accounts to
deliver maximised return on investment
- Deploy accounts engagement and negotiation strategies for responsible accounts
- Explore growth opportunities through initiatives where relevant with key focus on Drive
brands
 - Provide KA with tangible best practices of key growth drivers and relevant initiatives within
the tobacco category.

2. Building Relationships in Key Account Management

Internal
- Assist the National Key Account Manager with the development of a long-term account
strategy.
- Work closely with other Key Account Managers to deliver Channel and Account targets.
- Engage with Filed Managers to ensure that the appropriate levels of execution are
achieved for account initiatives.
- Provide insights around key accounts to Brand Managers in the development of brand
programs.
- Work closely with Supply Chain to ensure the timely and efficient delivery of product to stores.

External
- Develop and manage the business relationship with responsible accounts
- Develop joint business initiatives with strategic accounts.
- Develop and manage a multi-level, multi-functional engagement strategy with strategic accounts.

3. Selling and Negotiation
- Implement fact-based, persuasive selling is consistently and effectively used to deliver business objectives within accounts.
- Deployment of a consistent framework in relation to the implementation of the win-win-win concept.
- Lead the account negotiation and co-ordinate all input from relevant stakeholders.
- Manage account conflict with deployment of effective communication in order to minimise commercial risks. Deploy a consistent account approach and put in place defence mechanics to defend our trading terms in strategic accounts