Job Description:

FINANCE:

·       Achieve the annual Sales Budget as per targets and margin expectations

·       Manage/Assist with account receivable/ collection

·       Prepare and negotiate customer pricing within approved commercial and delegation-of-authority parameters.

·       Pricing deals must be in line with company standards and done on time

·       Protect company assets (working capital & fixed assets)

·       Minimise waste and rework

·       Manage costs and drive continuous improvement

·       Ensure all trading rebate documents are up to date and accurate

·       Manage customer Debtors book in line with company policy

CUSTOMERS:

Customer Relations:

·       Own strategic customer relationships across food manufacturing, bakery, confectionery, QSR, industrial, wholesale, distribution and other relevant fats and oils segments.

·       Monitor and maintain customer satisfaction together with customer service input

·       Conduct structured monthly, quarterly and annual business reviews with key customers

·       Develop and manage customer relationships to meet business objectives

·       Build strong relationships with Procurement, R&D, Technical, Quality, Production, Supply Chain and senior decision-makers.

·       Plan a communication strategy for all customers which includes formal meetings/reviews

·       Adopt a pro-active customer engagement strategy. Proactively identify service gaps and resolve customer issues through cross-functional action plans

·       Maintain a live customer opportunity pipeline and ensure all actions have owners and deadlines

Distributor Relations:

·       Manage distributor relationships and needs

·       Monthly sales reviews to be done with growth plans discussed

·       Trade/customer visits planned and adhered to with distributors

·       Maintain a live customer opportunity pipeline and ensure all actions have owners and deadlines.

PROCESS:

Sales Strategy:

·       Provide input into the Sales strategy and align to the business strategy

·       Assess gaps, competitor activities and opportunities in the market

·       Identify market gaps and new customer opportunities

Sales Planning:

·       Monitor and review customer activity plans

·       Plan customer service callage (monthly sales plan)

·       Gather and provide relevant information to contribute to Sales and Marketing activities

·       Maintain a forward view of demand, contracts, tenders, trials, promotions and potential new business

·       Analyse data and update sales activities and action plans

Sales Forecasting:

·       Provide accurate Sales Forecasts and allocate appropriate stock covers by region within set time frames (and by customer)

·       Maintain stock levels on shelf and with distributors as per SLA'S

·       Understand stock levels in Dc’s to manage customer expectations

Sales Management:

·       Negotiate and manage Trading Term Agreements as per register

·       Negotiate and implement Key Account pricing within internal parameters

·       Liaise with the Customer Service Department for orders and delivery details

·       Manage the stock return process with distributors and merchandising partner (Damages, Expired Sell by Date, etc.)

·       Manage all operational activities within the channel (promotions, price increases, deals, listings, merchandising, etc.)

·       Ensure that Product storage quality standards are maintained

·       Implement sales activity plans within the channel (promotions, price increases, deals, listings, merchandising, etc.) to meet agreed deadlines

·       Actively pursue new business opportunities

·       Present the range of products and services to customers and close deals with customers

·       Check that the product range is represented in the market

·       Investigate product related complaints

Regional Accounts:

·       Manage Regional Accounts Agents to ensure the desired Sales targets are achieved

·       Manage Regional Accounts Distributors, Cash & Carry's, Buying groups and merchandising partner

·       Manage Corporate clients

·       Manage Industrial, Bakery & Confectionary Accounts

·       Develop Regional Sales and Advertising plans and implement Marketing activities and promotions

·       Negotiate shelf space where forward share is behind market share within allowed dealing parameters and ensure our merchandising partner is also adhering to this

Product Launches and Exhibitions:

Planning:

·       Co-ordinate exhibition launches, briefing meetings and functions

·       Arrange special events (internal and external)

·       Prepare exhibition designs

Set-up:

·       Assemble, install and dismantle exhibition stands

·       Control and maintain venue equipment and assets

Exhibit:

·       Exhibit company products

·       Present a range of Products or services (Current and new products) and communicate product Features, Advantages and Benefits (FABS) to the customer

·       Take transfer orders from end users and pass on to Distributors

Brand Development:

·       Build strategic customer and complementary supplier alliances

·       Implement Marketing and brand, product and service activities and promotions

·       Plan and facilitate Product training (Customers, Sales teams, etc.)

·       Provide technical support to Distributor Representatives and end-users

·       Maintain Brand Loyalty amongst end-users

·       Convert customers to company product

·       Maintain and update End-User database

Research and Development Innovation:

·       Work with customers in developing and manufacturing new innovations within their current and future product range

·       Identify innovation opportunities

·       Communicate product specification changes to customers

·       Analyse and interpret data and marketing information

Reporting and Administration:

·       Compile Sales Reports for customer reviews and sales tracking

·       Ensure you live customer reports are captured live via honeybee for all customers

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Minimum qualification: Grade 12

Experience:

·       3–5 years relevant B2B sales/account management experience, preferably in food, FMCG, fats and oils, ingredients or a related industrial environment.

·       Experience managing commercial negotiations, forecasts, customer relationships and cross-functional projects.

·       Technical understanding of edible oils and fats and their applications is highly advantageous.

To apply, please submit your resume and cover letter outlining your interest for this role.