National Account Manager

Full description

Company Siqalo Foods Functions Customer Job Type Classification Permanent Location - Town / City Westville Job Description Siqalo Foods , the manufacturer of brands like Rama, Flora and Stork, and in partnership with RCL FOODS, is on the hunt for an experienced National Account Manager to join the Customer Division based in Westville, KZN. The purpose of the role is to support Siqalo Foods ’ growth ambitions in the Wholesale and Independent Retail channels. The successful candidate will be required to work across different channels and store formats with callage and responsibility at various levels including national office, regional office and store level. The purpose of the National Account Manager role is to: - Develop and maintain Siqalo Foods’ business with a particular customer or group of customers according to the company and channel strategy. - Represent the customers' best interests within the Siqalo Foods and RCL FOODS environments so that customers' needs are always satisfied. - Develop and manage relationships with national accounts and Independents to set the accounts’ overall strategic direction. - Develop and guide the implementation of assigned accounts specific business plans; achieve account profitability and sales targets; serve as the primary account contact; and provide account leadership Minimum Requirements - Degree in Management, Business Administration and/or Marketing - 5 to 8 years' experience in a Marketing and Sales function that includes managing complex and/or significant customer relationships and key accounts - Experience working across different channels and accounts, including wholesale and retail as well as experience managing distributors and new business opportunities (not required but beneficial) - Valid Code EB drivers' license Duties & Responsibilities Account Management: - Develop account strategies in accordance with the overall channel strategy. - Conduct regular reviews of business performance and promotion strategies. - Manage and develop strong day to day relationships with the relevant customer representatives and stakeholders. - Collaborate internally with cross-functional groups to develop and execute sales initiatives. - Develop and maintain product knowledge of the Wholesale and Independent Retail channels. - Develop and present fact-based sales proposals to customers. - Seek out and pursue line extensions, new channels and new business. - Forecast demand and feed that into the S&OP process. - Liaise with Marketing and monitor market trends, competitive activities and new products. - Report meeting results and follow up with all cross-functional groups to capitalise on sales opportunities. - Recruit, negotiate with and sign-on new customer and distributor accounts. - Be an internal account champion, assuring clear and regular communication to key internal stakeholders. - Pursue opportunities unique to each assigned customer or account in terms of marketing, merchandising and operations. Pricing and Negotiation: - Develop proposals, negotiate terms and conditions and implement contractual agreements with assigned customers (with accountability for delivering strong financial results). - Continuously review and monitor pricing to ensure Siqalo Foods remains competitive and within Pricing Strategy whilst still delivering on profitability ambitions. - Ensure the relevant Customer offerings/basket is ranged for the relevant customers (at a suitable level of granularity, either National, Regional or Store Level. - Drive and influence pricing compliance in line with pricing strategy and published mandates. - Offer alternative solutions to customers in the event of the products performing poorly (i.e. cross-merchandising strategically and facilitating further promotions to market stock). - Negotiate trade margins advising and influencing customers regarding recommended selling prices, ensuring that this is grounded in strategy, shopper insight and market dynamics, so as to ensure mutual success. Promotion and Communication - Develop, present and execute 12-month promotion calendars. - Develop optimal promotional plans and manage promotional investments. - Ensure that the promotional grid is updated and accurate at all times. - Determine the feasibility of promotions and quantify success. - Advise Marketing on in-store demonstration work and indicate the success rate of promotions. - Critically evaluate the feasibility of point-of-sale proposals. - Monitor and optimise trade spend investment and complete ongoing ROI analysis. Customer Relationship Management - Develop a deep understanding of customer needs and their operations and strategic objectives. - Develop the customer business plan for his/her respective categories. - Deliver the agreed plan and follow-up/coordinate the achievement of targets set in the Plan. - Monitor customer performance by tracking customer contribution and market share for major categories. Supply Chain and Distribution Management - Develop and maintain strong relationships with the Demand Planning, CSE Excellence and Logistics teams. - Coordinate account and market reviews of key metrics and best practices/key learning for assigned distribution. - Effectively liaise with the RCL FOODS RSMs and 3rd Party Sales & Merchandising Partners and Reps. - Achieve monthly, quarterly and yearly sales volumes and targets. Reporting: - Provide monthly feedback to the Customer Executive and other internal stakeholders indicating the tracking of volume versus target. - Identify improvements and opportunities and include them in the reporting and feedback process. - Complete and distribute Customer callage reports and Trade Contact Reports. Note: - The successful candidate will be directly employed by Siqalo Foods but will report into the RCL FOODS Customer organisation with reporting line into the relevant Customer Executive. - The role is based at Westville site but will require frequent domestic travel aligned to customer callage requirements and business needs.