Divisional Sales Manager at RCL Foods

The Role

RCL FOODS is seeking a Divisional Sales Manager to join our Vector Division. The role will be based in Cape Town and will report into the Sales Executive.

The Divisional Sales Manager will be expected to effectively drive the divisional sales team, ensuring effective accounts management and professional customer relationship management that achieve customer and Vector sales objectives, KPIs and targets, as well as maintain and grow the relationships with defined key accounts that translate into increased sales volumes and expanded product lines.

Minimum Requirements:

• Degree in Management, Business Administration and/or Marketing
• Valid Code EB drivers’ licence
• 10 years' experience in a marketing and sales function that includes managing complex and/or significant customer relationships and key/national accounts with at least 5 years in a management role.

Duties & Responsibilities:

Divisional Strategy Formulation and Implementation

• Formulate short- and long-term (3-year) divisional strategies to deliver sustainable, profitable growth by key customers.
• Prioritize products and initiatives by customers within the division based on demand.
• Drive the achievement of targeted sales growth.
• Work collaboratively across cross-functional teams to align demand and supply across the company.
• Drive the achievement of strategic and operational targets.
• Participate in the Vector commercial planning process through the development of an annual customer business plan.

Account Management

• Ensure that all accounts are profitably serviced for the company to achieve sales and revenue goals.
• Analyze sales statistics to determine business growth potential.
• Monitor and analyze sales and market trends.
• Develop proposals, negotiate terms and conditions, and implement contractual agreements for key accounts with accountability for delivering strong financial results.
• Plot the annual and long-term objectives for responsible accounts and ensure all volume, distribution and profit targets are met.

Client Relationship Management

• Manage all aspects of account profiles, including performance history as well as customer forecasts.
• Ensure that customers have up to date knowledge of new products, market trends and performance statistics.
• Develop and maintain strong work relationships with key opinion leaders in the market to inform future planning and sales focus.
• Manage the presentations to and negotiation with key accounts.

Market and Customer Insight Maintenance

• Identify divisional priorities and market and customer knowledge gaps to help set research needs.
• Participate in determining an appropriate customer research budget.
• Participate in market and customer research.
• Analyze and track market and customer trends and in-market measures at the customer and divisional level, such as distribution, share, price, and merchandising performance.
• Identify business implications and make recommendations.

Division Planning and Execution

• Lead an annual divisional management planning process to create customer-specific promotional plans.
• Participate in determining annual marketing objectives and strategies and advertising and promotion spending.
• Lead divisional performance reviews.
• Estimate ROI for key divisional initiatives and evaluate plans post-execution.

Pricing Guidelines Management

• Participate in setting new product pricing to extract maximum value for Baking and key account customers.
• Track brand pricing across customers within the division.
• Understand how customer spending is allocated.
• Recommend improvements to create greater value.

Financial Management

• Participate in recommending base and stretch financial goals for the broader sales team.
• Manage and control the divisional sales budget.
• Understand key drivers of profit and loss and actively support the achievement of financial targets including driving profitable product mix, maximizing profitability, and identifying business opportunities.
• Identify business risks to achieving the sales targets.

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.

Divisional Leadership

• Lead and develop staff within the context of the Labour Relations Act, Employment Equity Act, Basic Conditions of Employment Act and the Skills Development Act.
• Monitor staff performance and provide regular feedback.
• Manage staff activities, ensuring service levels are met and protocols are adhered to.
• Coach and support staff where necessary to achieve objectives.
• Establish sound staff and labour organizing and communication structures and systems.
• Lead the team towards meeting the strategy and targets through regular communication and utilization of the full organizational talent management tool set.

Closing date for online applications is 06 October 2020.