ANSA Coatings Limited, Construction

, Trinidad

Job Summary

The Key Account Lead will be responsible for driving the growth and development of key strategic accounts within our hardware channel. This role will focus on building long-term relationships, executing Joint Business Plans, and ensuring the successful management of key accounts to deliver sustainable revenue and profitability growth. This position will also oversee merchandising activities and trade marketing execution, ensuring alignment with brand guidelines and consistency across key accounts.

Job Functions

• Strategic Account Management: 
  Manage and develop a portfolio of high-value hardware channel accounts, ensuring consistent growth and alignment with business objectives through tailored strategies and JBPs. 
• Business Planning & Development: 
  Develop and execute Joint Business Plans (JBP) with key accounts to drive strategic initiatives, foster mutual growth, and ensure alignment with the company’s objectives. 
• Revenue Growth & Budget Attainment: 
  Drive revenue growth within assigned accounts by identifying new business opportunities and maximizing existing account potential. Ensure annual sales and budget targets are met and exceeded. 
• Portfolio & Product Management: 
  Oversee the product portfolio for each key account to maximize profitability. Maintain a 40% gross profit (GP) margin across the portfolio through effective pricing, negotiation, and product management strategies. 
• Relationship Building & Partner Management: 
  Build and nurture strong, long-lasting relationships with decision-makers and key stakeholders within strategic accounts. Position the company as a trusted partner and provide exceptional customer service. 
• Account Growth & Performance Analysis: 
  Monitor account performance closely, conducting regular reviews and reporting to senior management. Ensure that sales pipelines are well-maintained and that accounts are meeting their growth targets. 
• Accounts Receivable (AR) Management: 
  Ensure timely and accurate invoicing and follow-up with accounts to manage and reduce aged receivables. Collaborate with the finance team to ensure smooth and efficient AR processes. 
• Cross-Functional Collaboration: 
  Work closely with marketing, product, operations, and finance teams to ensure alignment and execution of strategies. Communicate account needs, market trends, and feedback to relevant departments to optimize internal processes. 
• Market Intelligence & Competitor Analysis: 
  Stay informed on market trends, competitor activity, and industry developments. Provide insights to the team and contribute to the development of strategies to maintain a competitive edge. 
• Merchandising Staff Management: 
  Oversee and manage merchandising staff, ensuring they are effectively executing merchandising plans and maintaining the in-store presence of our products. Work with merchandising teams to ensure the display standards meet company guidelines and that product availability and presentation are optimized in key retail locations. 
• Look of Success: 
  Ensure that the “Look of Success” – our brand’s merchandising and store presentation standards – is maintained across all key accounts. Work closely with merchandising teams to ensure all stores reflect the company’s brand image and messaging, driving customer engagement and purchase intent. 
• Trade Marketing Management: 
  Manage and execute trade marketing activities, including promotions, in-store displays, and events, to support key accounts and ensure brand visibility. Ensure that all trade marketing activities are aligned with the company’s broader marketing strategy and that they are successfully implemented in target accounts. 

Qualifications and Experience Requirements

• Bachelor’s Degree in Sales or Marketing, Business Management, or a related discipline.
• Minimum of three years in Sales or Account Management
• Experience in Retail, Data Analysis
• Experience in a Coatings Industry will be an asset.
• Good networking skills and strong presentation skills.
• Ability to work in a fast-paced environment.
• Strong organizational skills and attention to detail.