Channel Executive: Exports at RCL Foods

Job Description    

• At RCL FOODS we Grow What Matters together through our people and our unique culture driven by our North Star. Our inclusive, high-performing culture is one of uncompromising integrity at the heart, built on empowerment where people are trusted and encouraged to take ownership and accountability.
• As we continue to drive our Exports portfolio and invest ahead of the market, we are on the hunt for a Channel Executive (Exports) to join our team and effectively drive our strategic agenda through focused country and channel insights, ensuring effective distributor management and customer relationship management to achieve customer and Channel objectives. In addition, they will develop business relationships by contracting new markets and expanding volumes/products with existing distributors. The successful incumbent can be based in Gauteng or Durban.

Minimum Requirements    

• Relevant 3-year BCom degree Business Management, Supply Chain, Marketing, Economics or similar. MBA would be advantageous.
• Valid Code EB drivers’ license.
• +10 years' experience in an exports and/or sales function that includes managing complex and/or significant customer/distributor relationships and business development with at least 5 years in an executive role within an FMCG environment.
• Strong commercial and cross-border trade experience.
• Valid passport and the ability to travel within Africa and beyond.

Duties & Responsibilities    
Strategy Formulation and Implementation

• Formulate and implement short and long-term business export strategies to deliver sustainable, profitable growth by key customers. Prioritize services and initiatives by distributor and within the channels on the basis of demand and opportunity.
• Develop an investment strategy for customers, categories and channels to deliver effective trade spend and pricing strategy.
• Monitor competitor activity, formulate proactive responses and perform analysis to identify opportunities to increase sales.
• Manage existing customer base at a strategic level and develop relationships that enable the achievement of channel plans.

Principal Market and Customer Insight Maintenance

• Assist the Customer Marketing division in identifying and targeting potential new business development.
• Position the company’s brands/offerings to gain a competitive advantage.
• Research and analyse environmental and competitive conditions and customer needs to understand gaps and opportunities in the current footprint.
• Analyse and track market, customer and channel trends and in-market measures at customer and channel levels.
• Act as the Principal expert, understanding what drives service needs and customer behaviour.

Strategic Account Management

• Monitor Net Revenue Management (NRM) effectiveness and take corrective action where required.
• Ensure all accounts are profitably serviced to achieve sales and revenue goals and leverage current alliances and customer relationships to further expand business development opportunities.
• Analyse sales statistics to determine business growth potential.
• Facilitate the communication of a customer perspective to ensure that customer expectations are met.

Customer & Distributor Relationship Management

• Closely monitor and manage all KPIs, striving to protect profitability and margin and ensure that customers and distributors have up to date knowledge of trends and performance statistics.
• Develop and maintain strong relationships with key opinion leaders in the market.
• Lead the customer joint business planning process, negotiating all aspects of trading terms and oversee engagement with key accounts.

Channel Planning and Execution

• Work closely with distributors to strengthen relationships and go-to-market plans.
• Knowledge and experience in trade agreements and cross-border documentation required for the transportation of goods.
• Lead the channel management planning process and performance reviews to create customer-specific priorities and plans.
• Understand key drivers of profit and loss and actively support the achievement of financial targets including driving profitable service options at the channel or customer level, maximizing profitability, and identifying business opportunities.

Organizational Efficiency

• Implement and simplify appropriate business processes to increase organizational effectiveness and efficiency in support of key account requirements.
• Support corporate strategy alignment and business update meetings.

Staff Management

• Manage country and sales operations teams to ensure sales and execution targets are met and service levels are maintained.
• Manage and deliver on succession plans to enable development of a talent pipeline of future leaders and specialists.
• Drive a high-performance culture where quality and customer excellence is at the forefront.
• Drive employment equity within the team in line with employment equity targets.