Distribution Key Accounts Manager DFC2025014-3

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REPORTING TO: Executive: Distribution

JOB SUMMARY STATEMENT:

The Key Account Manager (KAM) plays a critical role in building relationships with Distributors. The ideal candidate comes with experience in the management of Distributors.

• Responsible for Territory(s) and Territory Distributor Strategies and building sound relationships with existing Distributors and onboarding new Distributors.
• Management of movement of product from Distributor to End User
• Management of on-time order fulfilment and manage SCM efficiencies between DFC and Distributors
• Identifies and develops new business from new and existing Distributors; and
• Actively seeks opportunities through its Distributors and capable of engaging end customers directly in working with distributors.
• Works closely with Distributors and their End Customer
• Manages Distributors Inventory, Sales Pipeline and Forecast
• Manages the status of all orders in Manufacturing to Order Fulfilment and Commercial

He/she represents DFC-SAMEA and interacts with significant and other customers and is responsible for achieving sales targets and account plan targets.

KEY PERFORMANCE AREAS (DUTIES & RESPONSIBILITIES):

• Build and sustain professional relationships with a portfolio of Distributors.
• Collaborate with teams to achieve financial targets and drive growth.
• Build a strong order intake pipeline by creating demand for DFC’s products.
• Collaborate with internal teams to ensure customer needs and expectations are met.
• Work with the sales team to qualify leads, create proposals, and close opportunities.
• Continuously assess customer needs and align them with DFC’s business objectives.
• Contribute to initiatives aimed at enhancing customer satisfaction and retention.
• Upsell company products and solutions to existing customers.
• New Business Development.
• Where required, oversee, and manage Distributors projects from inception to completion.
• Interpret customer requirements and develop strategies to meet their objectives.
• Support marketing activities, including planning and execution.
• Relevant reporting.

QUALIFICATIONS:

• Matric/ Grade 12 or equivalent
• 5+ Years Distributor Management
• 5+ Years experience in Valves and Mining
• Sales and Marketing qualification (IMM or equivalent)
• Technical qualification (-s) will be advantageous, although not mandatory.
• BCom/ BBA (highly advantageous)
• BEng/B-TECH

OTHER:

• Valid Passport
• Valid Driver’s license.

EXPERIENCE:

Minimum of 5 years’ experience in the management of Distributors in the Valve Industry.

Minimum of 5 years’ experience in the Mining industry is required.

KNOWLEDGE, SKILLS & ABILITIES:

• Strong customer orientation
• Segment knowledge
• Existing Segment network (past field Distribution Management experience)
• Consultative selling
• Business acumen
• Understand relationship value chain.
• Advanced valves knowledge

BEHAVIOURAL COMPETENCIES:

• Initiative-taking and ability to motivate others.
• Analytical – must be able to analyze territories and segments.
• Innovative and creative and thinks out-of-the-box.
• Strong “Hunter” orientation
• Is trustworthy and understands the value of authenticity.
• Self-assured, independent, and confident
• Entrepreneurial not afraid of risk but knows how to identify and mitigate risk.
• Can take charge and has presence.
• Target driven and ability to stay on track.
• Manage multiple projects simultaneously.

FUNCITIONAL SKILLS:

• Communication skills at the level of Technical Audience Requirements
• Computer Literacy; Advanced Excel, Work, PowerPoint, Email, Salesforce
• Business writing Skills
• Listening Skills
• Distribution Management
• Territory management
• Conflict management
• Listening skills
• Excellence in prioritizing
• Excellence in time management
• Good administrator
• Works under minimal supervision
• Presentation skills
• Must be able to travel.