Export Account Manager – (JHB or Stellenbosch)

SUMMARY:
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POSITION INFO:

ENVIRONMENT:

Our client, a development house with offices in Stellenbosch and Johannesburg, builds innovative agricultural technologies in partnership with a London-based Agri-software start-up focused on optimising the fresh produce value chain. Their platform connects buyers and growers, enhances supply chain visibility, and centralises data and communication into a single system. They are seeking a proactive and detail-oriented Export Operations Account Manager to join the OneSwitch team, responsible for managing and optimising export operations from South Africa. This role combines logistics coordination, trade execution, and client relationship management, playing a key part in initiating and supporting trades, improving export processes, and contributing to ongoing product enhancements.

DUTIES:

Trade Management:

• Procurement of suppliers and potential buyers
• Initiating and assisting in the execution of trades
• Management: Assisting grower and buyer clients to enable efficient and effective trade through the Company platform.

Client Base Expansion:

• Market Analysis: Conduct thorough research to identify untapped business opportunities within specific geographic areas and commodities around the world.
• Market Penetration: Develop and execute strategies for entering new markets and expanding the company's client and commodity base.
• Market Share Growth: Set clear goals for capturing market share in various commodities and work towards achieving them.

Relationship Building and Management:

• Effective Communication: Establish open lines of communication with potential and current clients, ensuring their needs and concerns are heard and addressed promptly.
• Customer Service: Provide exceptional customer service to foster trust and maintain long-lasting relationships with clients.
• Client Retention: Implement strategies to retain existing clients and encourage repeat business.

Ensuring New Client Engagement:

• Onboarding: Guide new clients through the implementation process within the scope of OneSwitch and their broader product sets.
• Growth: Grow the use of certain feature sets to unlock further revenue.

Market Research:

• Trend Monitoring: Continuously monitor industry trends, competitor activities, and market conditions around receiver and supplier markets.
• Data-Driven Decisions: Use market research findings to make informed decisions and adapt sales strategies accordingly to grow their clients' businesses.

Sales Strategy Development:

• Collaboration: Work closely with the Commercial team to develop comprehensive and effective sales strategies to upsell current clients and grow their client base further.
• Tailored Approaches: Customise sales strategies to align with the unique requirements of the fresh produce supply chain. This includes, but is not limited to, the growth of receiving market buyers and sellers.

Pipeline and Target Management:

• Lead Identification: Outbound sales strategies growing the use of the OneSwitch product, enhancing use and increasing carton-level returns on the farm.

Sales Presentations:

• Value Demonstration: Confidently deliver compelling sales presentations that highlight the value and benefits of the company's products or services.
• Live Demoing: Understand the client's needs and the solution their product/ services can offer by demoing a heavy-hitting solution.
• Problem-Solving: Address client needs and potential pain points during presentations, offering solutions and demonstrating how the company can meet their requirements.

Product Knowledge:

• Product Expertise: Maintain a deep understanding of the company's products or services, including their features, benefits, and unique selling points.
• Customised Solutions: Use this knowledge to tailor solutions to individual client needs and tell a whole story of how feature sets fit together.

Feedback and Improvement:

• Client Feedback: Act as a liaison between clients and internal teams, collecting feedback to help enhance products or services.
• Agile Adaptation: Work collaboratively with product development and marketing teams to adapt offerings and strategies based on client input and market dynamics.

REQUIREMENTS

Formal Qualification:

• Bachelor's degree in business, marketing, or a related field preferred
• Driver’s licence (This role will include travel)

Knowledge, Skills & Experience:

• Proven track record in the fresh produce industry, with a strong emphasis on client acquisition and growth.
• Excellent communication, problem-solving, organisational ability and interpersonal skills.
• Self-driven and motivated to achieve and exceed sales targets.
• Ability to take initiative and work independently.
• Strong problem-solving skills and the ability to adapt to changing market conditions.
• Proficiency in using Account Manager software and other sales tools.
• Ability to work under pressure
• Proven ability to be part of a team and collaborate across departments
• Proven verbal and written communication skills in English and Afrikaans
• Intermediate to advanced level of data skills
• Willingness and availability to work outside of standard office hours to meet business needs.

Job-Related Experience:

• A minimum of 2 - 3 years’ experience in a logistics provider, export business, perishable commodity agent/retailer or commercial farming company in a planning, operational, logistics or solutions role.
• Experience in managing client/supplier relationships
• Experience in analysing operational processes and/or logistics operations

Languages

• English
• Afrikaans (Beneficial)

ATTRIBUTES:

• Someone to enhance the positive company culture to prospective and new clients with a high emphasis on morals, values and diversity
• Preferably someone with a passion for/experience in the agriculture and /or
  logistics and technology industries
• A go-getter that can grow with the company and just be lekker!