Customer Relationship Manager

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.