Summary

• Achieve annual sales budget for Bounty Foods and Care within wholesale and export markets by managing the key accounts and the field sales operations process

Duties and Responsibilities

Overall Channel Responsibilities:

• Achievement of sales budget, by leveraging available sales and merchandising resources and all the customers within the defined channel and export market
• Demand management review, develop DMR plans, using customer, brand, regional and market information
• Business Strategy – formulate and translate into agreed channel and field sales targets, strategies, and plans
• Sales and merchandising agents’ management
• Business profitability – ongoing management and execution of the company’s pricing, ranging, and promotional discounting policy to maximise customer profitability

Customer Key Account Management

• Improved distribution and ranging: Ensure achievement of targeted listing, distribution levels, On Shelf Availability, and product assortment by developing and refining appropriate customer presentations, listing approaches, and brand support mechanisms such as promotions, merchandising solutions, display drives, and incentives
• Trading terms and annual commercial plans: Responsible for negotiating annual trading terms and customer promotional support calendar for each customer, with the support of the Head of Sales
• Customer relationship management: Responsible for overall customer relationship management in the wholesale channel and export territories, with regular business reviews and commercial updates to maintain maximum customer support for BFC
• Customer operational management: Ensure the ongoing development and management of key internal and customer operational contacts to deliver on in-store objectives including OSA, promotion execution, ad hoc promotions, and merchandising

Minimum Requirements

Education and Experience:

• A tertiary qualification in marketing or sales will be an advantage
• Minimum of 3 years in a Key Account Management role and field sales management experience
• At least 5 years in an FMCG environment with knowledge of best practices in FMCG markets
• Experienced in negotiating trading terms and commercial plans
• Commercial awareness, coupled with a solid understanding of local customers and regional dynamics
• Proficient in MS Office

Core Competencies:

• Delivering results and meeting customer expectations
• Persuading and influencing
• Entrepreneurial and commercial thinking
• Deciding and initiating action