E-commerce Category Accounts Manager
Johannesburg, Gauteng, South Africa; South Africa
11d ago


Reference Number : 1900002G E-Commerce Category Account Manager Bryanston Nestle is the world's leading nutrition, health and wellness company.

  • We’re looking to add great new talent to our dynamic Sales Team to Directly Manage Online customer relationships internally and externally (across all functions) to support the development and implementation of annual customer plans aligned to overall business (category & channel) and customer strategies;
  • while achieving sustainable profitable growth Customer Planning & Management : Insight :

  • Develops a good understanding of the e-Business Landscape & e-Retailers (organisation, Online strategy, Cost Structure, KPIs, Key Personnel and Performance).
  • Work cross functionally to identify, prioritise and develop commercial initiatives that meet the needs of the consumer, shopper, customer and Nestle.

    Ensure plans are informed through an understanding of Shopper, Channel & Customer strategy.

  • Recognises the customer’s potential to move from pure trading to a more collaborative approach and is capable of developing a strategy to capitalise on this opportunity.
  • Customer Plans : ICP

  • Develop Online Customer Plans that are integrated into Omni-Channel Plans to achieve business and customer objectives by developing clear objectives and tactics
  • Aligns the customer plan with relevant stakeholders internally and obtains needed functional support for executing it.
  • Relationships :

  • Enable integrated customer relationships and collaboration to harness long term relationships that drive competitive advantage for Nestle by identifying influential personnel within the customer ( key contacts in the customer as well as the key decision makers in Nestlé that are relevant to achieving the selling objective).
  • Foster & nurture productive business relationship beyond the buyer to include cross-functional leaders and reporting levels at least 1 up from the buyer / category manager.
  • Management :

  • Manages the customer plan, periodically reviewing the performance and revising the course as needed.
  • Ensure monthly deliverables are compiled to - Forecasting, Outlook provision, etc.
  • Sets clear selling goals using SMART objectives for the selling agenda of any topic (e.g. category growth projects, pricing, promotion, placing initiatives, new product launches and in-store communication).
  • Partner in Joint Business planning with customers to develop and establish mutually agreed business objectives and plans with shared responsibility.
  • Drive Excellence in Execution :

  • Execute plans for assigned Account (s) that are aligned with business objectives and customer strategies
  • Customer Plans :

  • Ensure alignment with CCSD & Field sales on the Execution of Annual customer plans
  • Create and effectively communicate actions for execution by defining clear ownership and deadlines for all involved - Picture of success and regular updates on the same
  • Ensure there are clear evaluation and follow-up plans before entering into execution
  • Management :

  • Facilitates excellence in execution in the daily business by planning, communicating, anticipating, measuring results consistently and implementing corrective action or learning.
  • Drive Sustainable Profitable growth : Optimising Costs along the Value Chain

  • Understands and uses the different sales and profit levers (e.g. product mix, pricing, promotional strategy, customer mix and differentiation) to drive sustainable profitable growth for both Nestlé and the customer.
  • Accountable and responsible to achieve agreed upon Key Account targets and KPIs
  • Understand and manage the total value chain to create competitive gaps, and to eliminate waste and drive sustainable profitable growth for both Nestle and the customer.
  • Optimises, in alignment with the respective function, the overall cost of doing business (e.g. distribution costs, selling costs and bad goods), whilst being aware of the impact on the total service delivered.
  • Manage Customer bad goods, overdues and daily sales outstanding
  • Trade Spend Management :

  • Understands the impact of trade spend investments on sales and profitability and optimises them utilising simulation scenarios and ROI analysis (e.
  • g. Pre-Post promo evaluation).

  • Ensure effective planning & management of trade spend to limit impacts on dispute management
  • Ensure compliance to Pricing strategies
  • Negotiations :

  • Understands all the facts available before entering into negotiations and questions, and listens effectively to develop a comprehensive understanding of the other party’s position.
  • Prepares intensively for all negotiations. Values and costs all possible trading variables.

  • Recognises different buyer tactics, behaviours and motivations and achieves mutual goals by conditionally trading concessions when necessary.
  • Maintains self-control, manages discomfort and does not allow sense of fairness to influence behaviour throughout the negotiation process. "
  • Compliance :

  • Adhere to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Trems,Safety and legal regulations.
  • Ensure compliance to pricing strategies
  • All the employees will strictly abide by the WHO and Local Code in the execution of their job in its letter and spirit.
  • Employees are prohibited from making any direct contact with pregnant women and mothers of infants and young children in their business capacity."

    Key Requirements

  • Commerce or Digital Marketing Tertiary Qualification
  • At least 3 years Account Management with trade marketing experience preferred (demonstrated success).
  • Category Development experience with a CPG, distributor or retail operations.
  • Strong commercial acumen, negotiation skills coupled with an innate ability to build relationships at all level
  • Understands the eCommerce landscape and able to set up critical digital & sales KPI’s for Online customers.
  • Demonstrable exposure to Digital / Online sales and marketing.
  • Able to use data to measure, anticiplate, reinforce business cases as part of Customer Plans.
  • Preference will be given to candidates from the designated group and people with disabilities. Please note that the Company will NOT pay relocation fees for this position.

    Preference will be given to candidates from the designated group and people with disabilities. If you are interested please apply via our () and attach updated copy of your CV, latest payslip, copy of your qualifications and copy of your ID.

    Closing 26 January 2019 I want to make the most of my potential and get more out of my career Nestlé has launched the European Youth Employment Initiative


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