SUMMARY:
HORECA - Sales & Marketing
POSITION INFO:
This role will be responsible for managing the HORECA business in the Foodservice segment focusing on Gauteng. The candidate must be an entrepreneurial individual capable of growing the business with existing
customers as well as hunting for new business opportunities in order to grow the Foodservice segment’s contribution to the national HORECA business. The incumbent must have some technical knowledge which will enable them to suggest Company products for the customers’ recipes and menus.
KEY RESPONSIBILITIES:
Customer strategy development, implementation and alignment.
Delivery against strategy, achievement of regions commercial objectives.
Translate channel strategy into volume targets based on objectives within the region.
Work with customers to identify opportunities to grow volumes and distribution.
Liaise closely with customers to share vision, understand customers’ needs, build trust, develop and implement customer plans.
Liaise with internal stakeholders to co-ordinate elements such as forecasting, stock availability, pricing and deliveries.
Track & manager customer plans against identified KPI’s.
Drive innovation and continuous improvement.
Regularly review and adjust customer strategies where relevant.
Achievement of sales volume, contribution margin and market share objectives.
Achievement of NPD launches objectives.
Display strong understanding of the drivers of sales.
Conduct market mapping to understand segments within the market.
Understand customers’ needs and develop short, medium and long-term growth strategies within a specific customer based on identified needs and opportunities.
Monitor sales objectives per category and per customer in the region.
Manage product and pricing with different customers and identify opportunities to maximise profitability.
Input into the budget process and weekly / monthly forecasting.
Adherence to budget and achievement of forecasted volumes within the agreed range.
Submit and track three month rolling forecast by product, SKU and category.
Align volumes to business capacity to mitigate against the building up of overstocks, take corrective action where necessary.
Qualifications – A business related tertiary qualification and / or food service or food science qualification will be an advantage.
Experience – 7 years’ experience in Sales within the FMCG environment of which at least 3 years has been in the HORECA channel. A strong understanding of how the HORECA channel in South Africa is structured as
well as existing contacts in the channel will be an advantage. Experience within a local FMCG business will be preferable.
Skills – Strong Microsoft office specifically excel and PowerPoint skills. Strong interpersonal skills and can work effectively with all functions in the business including external stakeholders. The person must display strong analytical skills and is able to create process where it does not exist. The individual must show attention to detail and must be able to deliver strategically as well as operationally in the role. Must have strong problem solving skills.
Competencies– Ability to innovate and create, demonstrate ability to build and use key relationships, flexible and open to change is most important and optimizing business performance in order to achieve results.
