The Beverage Company: National Market Development Manager

Company The Beverage Company
Reference # NMDM_KZN001
Published 22/09/2020
Contract Type Permanent
Salary Market Related
Location Amanzimtoti, KwaZulu-Natal, South Africa
Introduction
Accountable for identifying growth opportunities by developing new or re-engaging previous customers and channels. This role will work closely with Key Accounts to develop compelling business plans to list BevCo brands and SKUs as well as fulfil Private Label brands requirements. Negotiate preferential trading terms with groups to ensure profitable volume growth of BevCo’s local hero brands and carbonated soft drinks sold as private label. This positon is based in Kwazulu-Natal and will report into Key Accounts with a dotted line to the Regional Commercial Director: East Coast Region.
Job Functions Sales
Industries Food & Beverages
Specification
Key Accountabilities and Outputs

Identify and Sign Up New Strategic Key Accounts

•Establish scalable relationships with key stakeholders within new or previously traded Key Accounts
•Undertake joint business planning to develop trading terms and a BevCo portfolio for listing. (Ensure trading terms are mutually beneficial and include key aspects like sales data by outlet, merchandising capability).
•Develop a support package (marketing and sales) to gain traction in the respective accounts by working with a cross functional team.
•Project manage new customer requirements to ensure on-time in full delivery of BevCo commitments.
•Charter the development of trading protocols to ensure alignment on processes and agreements to ensure seamless trading engagement between parties.
•Drive efficient and effective relationships by ensuring that requests, inquiries, returns and complaints are addressed and resolved timeously whilst documenting new account processes for handover.
•Conduct account reviews with senior leadership teams on a monthly basis for all new customers.
•Partner with the Key Accounts team to ensure that National Key Account Management framework is utilised to ensure new accounts are effectively managed at regional level.

Contribute towards establishing a viable Commercial Model for The Beverage Company
•Contribute to customer and product segmentation modelling and channel strategy development.
•Contribute towards the crafting of an effective Go-To-Market strategy as well as the execution thereof.
•Contribute to the development of the overall Company Marketing and Sales Plan.
•Support with and collaborate on the implementation of various Business Development initiatives.

Contribute towards establishing Commercial Best Practices within The Beverage Company

•Ensure that Sales Order Creation and Management are optimised for new Key Accounts and are feasible considering both parties requirements.
•Ensure the availability of timely and accurate customer and sales information.
•Ensure that Sales Order Management is carried out accurately and timeously in order to ensure customer service delight.

General Business, Financial and People Management

•Actively participate in strategic planning and budgeting processes.
•Drive continuous improvement through streamlining and optimising relevant operational practices, processes and systems when pathfinding with new customers.
•Ensure adherence to operational and financial frameworks of practices, processes, standards and controls.
•Manage cost drivers and take the necessary action to mitigate financial risk and address variances and discrepancies.

Requirements
Qualifications and Experience

•Bachelors Degree (3 years) / NQF level 7 (Essential)
•Up to 4 years’ experience (Key Account Management and Trade Relationships)
•Strong negotiation and collaborative skills.
•Sales and trade execution skills.
•Developing and leading teams
•Buying group relationships
•Collaborate internally and externally to achieve favourable OTIF outcomes
•Robust IT and presentation skills

Key Qualities

Negotiation Skills
•Ability to negotiate mutually beneficial agreements between customer and BevCo.

Communication
•Communication around escalated or difficult queries with customers or clients.

Problem Solving
•Proactive identification of functional problems that do not have pre-determined guidelines, routines or procedures for solution, determine cause and impact, and choose the best alternative to solve the problem based on previous experience and an understanding of the theory or practices underpinning the problem.

Relationships Maintained
•Cross functional matrix management to achieve market development objectives.

Job Closing Date 06/10/2020

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