Gerald Lilian Executive Appointments (GLEA)
Johannesburg, South Africa
6d ago
source : Executive Placements

Join a FMCG Food Group that is high profile, very fast moving, multi-billion Rand business which is prestigious, entrepreneurial and incorporates manufacturing and wholesale.

There are multiple Branches nationally and each Branch has their own Sales Team who reports into the respective Branch Manager.

This new position is based at the Corporate Head Office in Jhb where the other Key Account Managers are based and reports into the National Key Accounts Manager.

The Key Account Managers are supported by a number of Contract Administrators who do various preparations and price files as well as other clerical work.

There are over 5,000 food product skews (items). This candidate will be taking over a portfolio of national key account groups from the National Key Account Executive including hotels, coffee shop groups, casinos, restaurant groups, independents and other.

It should be emphasised that the Key Account Clients have very strong personalities as do the candidates fellow Key Account Managers.

In addition to the Key Account Management duties, there is the need for in-depth analysis and the use of analytics in advanced Excel together with another specialised analytical package that the business uses.

As the Key Account Customers are based all around South Africa, business travel is essential which can be between one or two days in a week or on occasion, an entire week.

This will include not only visiting the Clients but also the Branches.

Key performance areas, inter alia, include :

  • Manage Key Accounts in terms of existing food product lines as well as driving new sales to current Customers and identifying new Customers.
  • This will be achieved by prospecting, lead follow up, networking and partner relationships. Candidate will also work together with the Sales Team to develop effective sales strategies.

  • Develop and maintain a high level of knowledge in respect of the enormous number of individual products that are available and services offered by this Company.
  • With this information available, the candidate will discuss the availability of product with the Client and opportunities to use these food skews (items) in their menus and business generally.

    This will naturally lead to renewing and / or creating new Service Level Agreements. It should be noted that there are some Clients that have bespoke food products exclusively.

    The use of forecasting and analysis is done on behalf of the Client to indicate the cost effectiveness of one or more existing or new products.

  • In Branch visits, use is also made of forecasting and analysis together with sharing relevant information in respect of key accounts and possible new Customers in their region.
  • In addition, Branch Sales Staff may accompany Key Account Managers to customer conferences and customer events to showcase product availability and the usage thereof.

    Very often this takes place in a Clients kitchen as well as the Branches kitchen. At these venues, the Key Account Manager or one of the Sales Staff may do a presentation in a PowerPoint video or product tasting to showcase a particular food item.

    In addition, the Branches have open days where Suppliers are invited to meet Customers to discuss product requirements as well as availability.

  • Notwithstanding the above, upto 70% of the business is generated on-line where branding and labelling are also offered to the Customer.
  • In Branch visits, review of the Branches take place in terms of performance statistics, addressing existing customer concerns, identifying new opportunities, becoming sensitive to customer requirements, analysis of the various products that are available and the different menus used at the respective Clients.
  • Develop and maintain effective business, sales and marketing plan as well as gain an understanding of competitive offering and other business issues.
  • In addition, do proper forecasting monthly, quarterly and annually for assigned key accounts as well as annual budget setting & customer analysis.

    There are also inflation reports that need to be prepared and communication of price increases to Key Account Customers.

    This will include market updates obtained by the Companys Procurement Department whom the candidate will be interacting with on a regular basis.

    Requirements :

  • A relevant food qualification is required and background / experience in the FMCG & food industry. In addition, not less than five years experience in a Sales Management and / or Key Account Management role.
  • Highly developed interpersonal ability, outgoing and positive attitude, strong negotiation skills, highly presentable with well developed communication skills (both verbal and written) and high energy.
  • A creative problem solver, highly analytical and with advanced Excel & PowerPoint skills, able to travel, self-driven & self-motivated, team player and highly motivated.
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