Customer Relationship Manager at Sime Darby Oils South Africa

Job Description:

FINANCE:

• Achieve the annual Sales Budget as per targets and margin expectations
• Manage/Assist with account receivable/ collection
• Pricing deals must be in line with company standards and done on time
• Protect company assets (working capital & fixed assets)
• Minimise waste and rework
• Manage costs and drive continuous improvement
• Ensure all trading rebate documents are up to date and accurate
• Manage customer Debtors book in line with company policy

CUSTOMERS:

Customer Relations:

• Monitor and maintain customer satisfaction together with customer service input
• Develop and manage customer relationships to meet business objectives
• Plan a communication strategy for all customers which includes formal meetings/reviews
• Adopt a pro-active customer engagement strategy

Distributor Relations:

• Manage distributor relationships and needs
• Monthly sales reviews to be done with growth plans discussed
• Trade/customer visits planned and adhered to with distributors

PROCESS:

Sales Strategy:

• Provide input into the Sales strategy and align to the business strategy
• Assess gaps, competitor activities and opportunities in the market
• Identify market gaps and new customer opportunities

Sales Planning:

• Monitor and review customer activity plans
• Plan customer service callage (monthly sales plan)
• Gather and provide relevant information to contribute to Sales and Marketing activities
• Analyse data and update sales activities and action plans

Sales Forecasting:

• Provide accurate Sales Forecasts and allocate appropriate stock covers by region within set time frames (and by customer)
• Maintain stock levels on shelf and with distributors as per SLA'S
• Understand stock levels in Dc’s to manage customer expectations

Sales Management:

• Negotiate and manage Trading Term Agreements as per register
• Negotiate and implement Key Account pricing within internal parameters
• Liaise with the Customer Service Department for orders and delivery details
• Manage the stock return process with distributors and merchandising partner (Damages, Expired Sell by Date, etc.)
• Manage all operational activities within the channel (promotions, price increases, deals, listings, merchandising, etc.)
• Ensure that Product storage quality standards are maintained
• Implement sales activity plans within the channel (promotions, price increases, deals, listings, merchandising, etc.) to meet agreed deadlines
• Actively pursue new business opportunities
• Present the range of products and services to customers and close deals with customers
• Check that the product range is represented in the market
• Investigate product related complaints

Regional Accounts:

• Manage Regional Accounts Agents to ensure the desired Sales targets are achieved
• Manage Regional Accounts Distributors, Cash & Carry's, Buying groups and merchandising partner
• Manage Corporate clients
• Manage Industrial, Bakery & Confectionary Accounts
• Develop Regional Sales and Advertising plans and implement Marketing activities and promotions
• Negotiate shelf space where forward share is behind market share within allowed dealing parameters and ensure our merchandising partner is also adhering to this

Product Launches and Exhibitions:

Planning:

• Co-ordinate exhibition launches, briefing meetings and functions
• Arrange special events (internal and external)
• Prepare exhibition designs

Set-up:

• Assemble, install and dismantle exhibition stands
• Control and maintain venue equipment and assets

Exhibit:

• Exhibit company products
• Present a range of Products or services (Current and new products) and communicate product Features, Advantages and Benefits (FABS) to the customer
• Take transfer orders from end users and pass on to Distributors

Brand Development:

• Build strategic customer and complementary supplier alliances
• Implement Marketing and brand, product and service activities and promotions
• Plan and facilitate Product training (Customers, Sales teams, etc.)
• Provide technical support to Distributor Representatives and end-users
• Maintain Brand Loyalty amongst end-users
• Convert customers to company product
• Maintain and update End-User database

Research and Development Innovation:

• Work with customers in developing and manufacturing new innovations within their current and future product range
• Identify innovation opportunities
• Communicate product specification changes to customers
• Analyse and interpret data and marketing information

Reporting and Administration:

• Compile Sales Reports for customer reviews and sales tracking
• Ensure you live customer reports are captured live via honeybee for all customers