Customer Manager

SUMMARY:
Our client is looking for a dynamic, and ambitious individual to join their Team!!!

Position/Title:  Customer Manager
Lower Reports Too: Customer Executive
Function: Sales
Location: Atlantis, Western Cape 

Overall Responsibility:
Overall responsibility for managing the relationship with key customers, agents and other key stakeholders and in so doing execute successfully against the national and regional business plans with key objective of meeting and or exceeding the sales budget.

Main responsibilities of Focus Area:
Focus Area 1: Strategy and Execution

• Deliver regional plans in line with business and national customer plans ensuring clear objections and action plans are in place
• Communicate objectives and regional plans to sale agents as well as internal sales supervisors and ensure alignment in execution
• Deliver three months rolling plans setting clear monthly customer and sales priorities, volume commitments and dealing parameters in support of target achievement.
• Monitor success of execution and adapt plans as and when required      

• Deliver and manage regional sales and expense budgets in line with key company objectives and timelines.

• Supervision and training/Development of staff and merchandising agents
• Agree annual KPI's with direct reports and manage performance against these commitments.
• Collaborate effectively with key functions within the organization

• Develop customer relationships to drive business strategy with key buyers and key accounts ops managers.
• Weekly meetings with DC demand planners
• Weekly meetings with sales agents and internal team
• Regular meetings retailer regional managers Quarterly meeting to review current catman solutions

• Deliver spend productivity through promotional and ad-hoc budgets in order to drive to sales.
• Deliver alternative strategies to increase sales.
• Be nimble in capitalising opportunities in trade promo calendars
• Provide insights for improvements and new ways of driving sales.
• Develop a thorough understanding of company products as well as competing products.

• Understand regional customer’s needs & strategy – develop regional plans based on this that are aligned to the overall company objective
• Develop specific strategies for Key Account Customers ensuring alignment to business and channel strategy.
• Set product, promotional and pricing strategies specific to the customer.
• Negotiate trading terms and service expectations where required
• Manage suggested RSP at account level. Identify and prioritize customer growth opportunities.
• Accountable for forecasting at regional Level and setting and delivering overall
• Key Account Customer targets. Manage, coordinate, and ensure implementation and execution across respective regions Ensure achievements of the following deliverables: 
  • 1) Annual targets and objectives,
  • 2) Monthly sales volume / value targets by region,
  • 3) Aligning return on investments with strategic direction. 
• Implement price increases.
• Interpret and analyse data from IRI/Nielsen, formulate plans according to weakness and opportunities.  
• Looks for opportunities to improve Planograms, place supplemental displays and POS material.
• Action new listings/launches of products. Development of detailed account plans that deliver profitable growth
• Development of regional specific scorecards that are reviewed with agents on a regular basis, improvement plans are actioned where required.
• Monthly/Quarterly reporting on KPI as set.
• Breakdown and deliver on trade and financial sales volume targets by area / channel / sku
• Customer reviews by brand per key account.
• Translate market share objectives into forward share objectives for specific Key Account, by category.

• Qalification: Tertiary qualification in sales, marketing or business management
• Experience:  minimum of 5 years regional sales management experience within the FMCG environment     
• Experience:  minimum of 5 years regional Key Account Management experience within the FMCG environment     
• Experience: Experience with specific the the big 3 retailers, Shoprite, PNP and Spar would be an advantage    
• Experience in Entrepreneurial environment will be an advantage Valid Driver's Licence  

• Strong business acumen (numeric and literacy)
• Ability to motivate and lead a team    
• Analytical thinking and problem solving skills
• Networking and marketing skills – Relationships with customers
• Customer orientation skills
• Negotiating and influencing skills
• Innovative thinker
• Conflict handling skills
• Emotionally resilient and able to manage stress (Emotional intelligence)
• Detail Oriented    
• Strong interpersonal skills / respect for people    
• Fast-paced and action oriented

POSITION INFO:
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