Business Manager - FMCG - Sandton at CHEP

National Strategy Execution

• National account coordination.
• Own and drive account plans with key accounts to boost revenue growth and customer satisfaction.
• Own, lead and participate in the identification of new business projects and opportunities.
• Analyze volume forecast accuracy through understanding the Key customer's Sales trends.
• Acquire a thorough understanding of national key customer supply chain, needs, and requirements and activate accordingly to drive sales.
• Dynamic, high-level engagement with key customer stakeholders.
• Drive sales strategy to maximize growth opportunities with key accounts.
• Protect CHEP’s current business and develop and execute expansion initiatives for existing customers.
• Intimate knowledge of the CHEP brand and its value proposition.
• Pricing Negotiations.
• Cultivate and preserve trust by providing a consistent and reliable experience for national customers.
• To develop productive working relationships with key contacts at all accounts within the national group.
• To establish clear, measurable, and attainable goals for each account within the group and conduct regular evaluations/business reviews to ensure objectives are being achieved.
• Build and nurture loyal, long-lasting relationships with key account customers.
• Develop unique ways to grow the business with your customers and develop solutions to mitigate challenges.

Account Management

• Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics and establish regular forecast and performance review meeting.
• To continually assess competition and actively defend competitive threats through understanding customer needs, developing solutions to prevent market share loss and formalizing relationships with structured agreements.
• Maintain structured call plans with a proactive customer approach and response.

Foundational Requirement:

• Adherence to Business Rules and Best Practises
• Value Adding Services, MyChep, EDI, RFID, TEMS, NPD Solution,
• Entering into discussions to resolve any disputes promptly, in a manner acceptable to both parties.
• Internal and external stakeholder management
• Cash Management: close monitoring of overdue and cash flow in collaboration with Finance
• Handling of order enquiries including post order fulfillment process. Oversight and monitoring of the quality of product delivered to the customer.

Measures

• Portfolio revenue management
• Profitability (i.e., pricing)
• Cash improvement targets of responsible account (s)
• Customer specific JBP and action plans
• National Sales Strategy Execution
• New business growth
• Customer Satisfaction – NPS – Target of top quartile
• Employee satisfaction – Glint – Target of top quartile

Scope

• Responsible for portfolio sales
• End to end customer experience
• Joint value creation strategy execution
• Annual Revenue Budget: Rx, across x affiliation’s/ key customer groups

Qualifications

• Essential: Post Matric Qualification
• Preferable: Commercial Degree
• Desired: Post Graduate Degree

Experience

• 5+ years’ experience within FMCG Sales and key account management
• Solution selling and/ or Logistics/ Supply Chain