Business Development Representative at McCain Foods

PURPOSE OF THE JOB:

To assume responsibility for selling McCain Food Service products into assigned channel / geographic area.  Actively developing, growing and improving volume sales and profitability of existing channel partners, whilst aggressively looking for new accounts to profitably grow the business base.

KEY PERFORMANCE AREAS:

Revenue Management;

• Achieve sales volume, profitability and margin goals for the assigned area.
• Present and sell company products and services to current customers – maximizing both volume and profit opportunities including the development and implement of ad-hoc sales incentives. ( built on achievement of targets).

Customer Optimization;

• Implement sales strategies for existing and new customers.
• Present new products / service offerings to customers to elicit trials and sampling opportunities.
• Actively look for potential new clients.
• Identify sales prospect and contact these and other accounts as assigned.
• Follow up new leads and referrals.
• Prepare action plans and schedules to identify specific targets and to project number of contacts to be made.
• Establish , maintain and grow current and potential client relationships.

Delight Customers & Strategic Partnerships;

• Maintain customer  and operator relationships and contact.
• Ensure on-going networking and relationship building by maximizing customer contact.
• Participate in marketing events such as seminars, trade shows, open days, sampling opportunities  and customer sales meetings.

Sales Analysis and Reporting;

• Conduct on-going needs analyses with existing and potential customers.
• Prepare a variety of status reports, including McCain and competitive activity and market intelligence, follow-up, and adherence to objectives (on a monthly / quarterly basis).
• Prepare presentations and sales proposals (menu suggestions/value sales proposition  – “McCain Ways of Winning".
• Communicate new product and service opportunities, special developments, information or feedback gathered through field activity to the Area Sales Manager.

Implement quality controls and respond to and manage customer complaints;

• Respond to complaints or quality problems encountered by visiting the specific customer.
• Assess the problem and diagnose root cause.
• Collect any items which may require further investigation.
• Complete McCain customer complaint forms and provide feedback to the Customer. Services team and Key Accounts Manager.
• Liaise with the McCain factory QA team and advise on any quality issues which have been encountered within restaurants.
• Ensure feedback and response to problems encountered.

Administration;

• Manage and maintain usage of new sales materials.
• Manage general administration.
• Prepare paperwork (deal management paperwork) accurately  and timeously to ensure customer deals are loaded correctly into McCain systems (SAP/EDW).

EDUCATION & EXPERIENCE REQUIREMENTS:

• Diploma in Sales & Marketing (Degree in the related field will be an added advantage)
• Matric or equivalent.
• Minimum 3 years Sales / Sales representative experience.
• Food Service experience advantageous.
• Viable and current contacts within the Food Service channels.
• Proven track record of increasing market share and sales targets.
• Proven experience in conducting cold calls to develop new business. 

PERSON SPECIFICATIONS:

• Cultivates Innovation: creating better ways for the organization to be successful.
• Business Insight: Applying knowledge of business and the market place to advance the organizations goals.
• Customer Focus: Building Strong Customer relationships and delivering customer centric solutions.
• Action Orientated: Taking on new opportunities and tough challenges with a sense of urgency, high levels of energy and enthusiasm.
• Drive Results: Consistently drive results even under tough circumstances.
• Plans & Aligns.
• Ensures accountability: Holding self and others accountable to meet commitments.
• Collaborates: Building Partnerships and working collaboratively with others to meet shared objectives.
• Interpersonal Savvy: Relating openly and comfortably with diverse groups of people
• Builds Networks: Effectively building formal and informal relationship networks inside and outside the organization.
• Communicates Effectively: Developing and delivering multimode communications that convey a clear understanding of the unique needs of different audiences.
• Persuades: Using Compelling arguments to gain support and commitment of others.
• Courage: Stepping up to address difficult issues, saying what needs to be said.
• Being resilient: Rebound from setbacks and adversity when facing difficult situations.
• Demonstrates self-awareness.
• Self-development.
• Situational adaptability: Adapting approach and demeanor to match shifting demands of different situations.