SUMMARY:
International Sales Manager - USA - Agriculture
POSITION INFO:
OBJECTIVES
To manage and grow the stable, sustainable, and profitable international sales of macadamia kernel, Nut in Shell (NIS) and other macadamia value added product in the regions and markets allocated by the General Manager (GM) from time to time
Develop new business in new regions and markets as agreed with the GM
Manage existing customer relationships and ensure that the company maintains it strategic positioning and values.
Work with the business to ensure the timely sales of all forecast available crop, production, and products to maximise cashflow and minimise inventory holdings.
RESPONSIBILITIES
Strategic
- Work closely with the Group CEO and the GM in the development of sales strategies and plan
- Work closely with the GM in the preparation of sales budgets and forecasts
- Provide the required input and assistance to ensure the effective implementation of sales strategies and plans
- Scope and research both the international and domestic market for demand opportunities
Sale and Marketing
- Negotiate within the limits set by the GM annual sales contracts with existing customers for the sale of bulk kernel, NIS and value-added macadamia products and the allocated regions and markets
- Achieve average sell prices as agreed and advised from time to time
- Optimise the allocation and sale of available product to customers and market to maximise profits
- Negotiate any revisions to contracts as required
- Seek out and develop new customer accounts in the allocated markets
- Ensure that all customers receive second to none customer service and that the business maintains its reputation for reliability and quality
- Scope and develop new markets as agreed with the GM.
- Attend industry trade shows as required to seek out sales leads and keep abreast of industry developments
- Collect business intelligence from existing and potential new markets or regions to identify business and sale opportunities
- Work closely with the Marketing Manager to ensure the required marketing support is provided and the necessary sales tools developed.
New Product Development
- Work closely with the New Product Development manager, the Quality Assurance Manager, in-house and external processors and customers to develop new value-added products
Reporting
- Prepare weekly and monthly sales reports as required and attend regular sales meetings
- Report regularly on sales activity and sales opportunities
- Report on market intelligence and market development opportunities as required
- Reports timeously on any potential issues, risks, or exceptions to business as normal as they arise
- Prepare travel reports after any sales trip or trade event visited.
Customer Service and Logistics
- Work closely with the Supply Chain Manager, the Account Managers and the logistics team to ensure DIFOT.
- Assist the team in resolving any logistics issues and where necessary negotiate delivery schedule changes with customers
- Capture all customer logistics requirements and details in the business CRM and Sales Management system
Quality
- Work closely with the QA Manager to set the businesses up as an approved vendor from quality and food safety perspective with new customers
- Work closely with the QA Manager to manage and maintain ongoing accreditation and food safety requirements of customers
- Where necessary negotiate any special QA requirements with customers and ensure that these are captured in the CRM and Quality System and on customer specific Specifications
- Work closely with the QA Manager and the processors to resolve any customer QA issues
- Assist the team to ensure the optimal product is delivered to each customer
Administration and Finance
- Ensure that all customers details and requirements are accurately captured and maintained in the CRM and Sales Management system
- Assist the GM in the ongoing development of the CRM and Sales Management system
- Assist the Supply Chain Manager to ensure that all customers are trading within insured or agreed credit limits and terms
- When necessary assist the finance and operations teams in the collection of overdue debts
AUTHORITIES
- Negotiate sales contracts with customers within agreed limits
- Negotiate delivery schedules to match product availability
Liaise with
- Group CEO
- The GM
- Other International Sales Managers
- The NPD Manager
- The Marketing Manager
- The QA Managers
- The Supply Chain Manager
Supervises:
A team of Account Managers (in conjunction with the Supply Chain Manager)
REQUIRED COMPETENCIES
Qualifications and Experience
- A recognized degree in business studies, sales, marketing, or food sciences
- Minimum five years of experience as an international sales manager in the agri-business or food industries with a strong preference for experience in the nut or fruit sectors. Citrus or avocado sales experience will also be highly regarded
- Extensive network with international retail chains, food manufacturers, food brands, food wholesalers and or traders
- Experience in food safety would be a plus
Personal Characteristics and Traits
- Motivated and independent self-starter
- Commercially astute and a natural negotiator and sales manager
- Well presented with effective written and verbal communication skills at all levels
- Demonstrated strong organisational ability
- High attention to detail
- Outstanding customer focus and service
- Team player
- The ability and desire for frequent international travel
- Culturally sensitive and able to adapt style to different cultures
Salary: Market related
Send cv to
