National Food / FMCG Manufacturing company wants to employ a Business Development Manager in their Durban branch.
Must have proven experience growing sales in a business especially bringing in new accounts for a company.
This person will predominantly deal with the major retailers as well as the independents.
- Will be 5 days a week, 9 hours a day
- Should have advanced, excellent Excel skills
- Good communication and interpersonal skills
- Preferable to have tertiary education
- Good analytical and numerical ability
- Also staff managerial ability and experience
Customer Orientation • Attention to Detail • Sales Ability/Persuasiveness • Resilience • Communication • Strong implementer
Duties & Responsibilities
New Business Development – General (Account customers):
a. Identify potential new customers
b. Screen potential new customers in terms of volumes, profitability, etc.
c. Approach potential new customers and develop new accounts d. Monitor and report on sales and actuals against targets
Account Management – General:
a. In collaboration with Sales Manager provide effective Sales Management to Account Customers, including those with and without promoters in-store
b. Develop and implement Customer Business Plan to deliver sustainable, profitable growth by Key Customer
c. Ensure strategic opportunities and objectives are incorporated into the Customer Business Plan
d. Ensure alignment across plans and with the supply side of the business
e. Support in the development of customer specific category / and or shopper marketing strategies
f. Implement, monitor and evaluate agreed: pricing, promotions, ranging, merchandising plans on a monthly basis
g. Ensure that all pricing is negotiated
h. Monitor customer service levels and develop corrective plans to address any issues
i. Implement incentives and sales promotions according to planograms
Organisational Efficiency (including People Management)
a. Implement and simplify appropriate business processes to increase organizational effectiveness and efficiency in support of key account requirements.
b. Support corporate strategy alignment and business update meetings.
c. Lead and develop staff within the context of the Labour Relations Act, Employment Equity Act, Basic Conditions of Employment Act and the Skills Development Act.
d. Monitor staff performance and provide regular feedback.
e. Champion staff training and development through the utilization of available training opportunities or contributing to the development of new training solutions Conduct regular performance appraisals with subordinates.
f. Establish sound staff and labour organizing and communication structures and systems
g. Timeous submission of data to HR for payroll purposes including hours worked, commissions payable, etc. for promoters/merchandisers.
Market Information Product, Service and Competitor Analysis
a. Collect competitor sales/customer information; pricing, promotions, market share
b. Collect competitor product information
c. Assess competitive performance
d. Understand/monitor competitors’ strategies and dynamics
e. Identify key success factors by
f. Develop market strategy for key customers and market segments
a. Participate in recommending base and stretch financial goals for the broader sales team.
b. Understand key drivers of profit and loss and actively support the achievement of financial targets including driving profitable product mix, maximising profitability, and identifying business opportunities.
a. Assess promotional needs
b. Develop business promotions
c. Oversee and implement promotions as per quarterly planogram for selected stores
d. Evaluate promotions
Sales Area Analysis & Customer Relationships:
a. Perform market analysis
b. Analyse key accounts / customer needs
c. Perform strengths, weaknesses, opportunities, and threats (SWOT) analysis
d. Identify key issues e. Develop sales targets
f. Develop/update customer profile
g. Manage and maintain relationships with key store personnel
h. Track and communicate account progress
Promoters/Merchandisers Management (Selected Stores):
a. Overall management of in-store maintenance by merchandisers – Price Labels/Driving Share of Shelf/Stock on Shelf/Stock Rotation etc.
b. Motivate, Coach and Develop the merchandising field force – so as to ensure that the merchandising team understands the relevant principals and Merchandising & Marketing Standards
c. Develop, implement and manage the merchandiser territory cover plans & ensure effective deployment of merchandising field force on a daily basis
d. Manage the merchandising field force effectiveness in trade (Rate of Sale, Returns, Crates Management, Daily Orders)
e. Also initiate own value added initiatives within the regions, and make recommendations
f. Conduct regular performance appraisals of merchandisers and make suggestions as and where applicable to increase the effectiveness of Merchandisers.
g. Negotiate space for products per store and optimum shelf space and placement.
a. Provide monthly report to Sales and Marketing Manager
b. Provide weekly analysis to Sales and Marketing Manager
Desired Experience & Qualification
3 year Degree/National Diploma Marketing/Sales
8-10 years retail/food/fmcg sales experience
3-5 year Business development management experience
Car and Drivers License
Living in KZN
Package & Remuneration