Key Accounts Manager: Clover Food Ingredients at Clover S.A. Proprietary Limited

Requirements    

• Degree
• Business English: Fluent
• Computer literacy (Intermediate)
• Code 10 motor vehicle license
• Experience in working with senior management
• Travel off-site/overnight stay

Competencies    

• Ability to influence        
• Proactive and action orientated         
• Business acumen        
• Interpersonal effectiveness        
• Brings a strategic contribution        
• Communicates effectively        
• Customer orientated        
• Ability to negotiate

Duties and Responsibilities    

Source new customers        

• Provide monthly update on progress in winning prioritised new business        
• Document new leads on new business schedule        
• Prioritize all new leads and micro manage the process until up and running        
• Document persons, timelines, samples and outcomes

Monitor the order process        

• Ensure planning & execution of the orders - agreed process to be followed         
• Communicate with the various delivery service providers internally        
• Ensure all required documentation is provided        
• Action and document problems ensuring it outcome based. DIFOT register        
• Update the contract system (forecasting, contracts, orders etc.) timeously        
• Ensure that orders are within the credit limit range        
• Ensuring deals heat, pricing, routes, masterdata, accounts details are always up to date        

Maintain customer profiles and demand forecast data        

• Ensure all forecast numbers are up to date per product per delivery point        
• Ensure customer understands and buys into the forecasting process         
• Communicate any changes with the relevant Supply Chain Manager & Business Manager (financial impact)        
• Attend and contribute to the monthly internal demand planning and Ops meetings
• Approve various products with Customers for alternative supply options        

Conduct performance analysis vs budget and targets         

• Achieve agreed targets and forecasts        
• Communicate deviations from forecast to Sales Manager, Supply Chain Manager & Business Manager        
• Update forecast numbers with new customer information          
• Assist with the preparation of the annual business unit budget, covering sales volume & value.        
• Maintain relationships with internal and external customers          
• Gather, share and document competitor information (with the wider team)        
• Weekly/Monthly monitoring of actual volumes vs forecast volumes vs budget volumes        
• Monitor YTD actual volumes vs YTD forecast numbers vs YTD budget numbers        
• Analyse & Track weekly the actual orders & outstanding orders for a month vs the budget volume & forecast volume         

Develop and create customer plans        

• Develop and maintain customer plans for all A and key B customers
• Propose value and initiatives in customer plans. Cost saving, product initiatives, logistical saving, growth opportunities

Execute sales calls        

• Prepare agenda and call plan objectives upfront & for every meeting        
• Analyse information relating to the customers operating environment        
• Identify the opportunity and structure sales calls and all interaction around it        
• Structure call to influence outcome        
• Document all minutes & actions points        
• Create and present customer reviews        
• Create and update customer visit register