National Account Manager at RCL Foods

The purpose of the National Account Manager is to:

• Develop and maintain business Retail Accounts according to RCL FOODS channel strategy.
• Represent the customers best interests within the RCL FOODS environment so that their needs are always satisfied.
• Develop and guide the implementation of annual business plans; deliver account profitability and sales targets; serve as the primary account contact and provide account leadership.
• To develop and manage customer relationships with large national accounts and to set the accounts’ overall strategic direction.

Minimum Requirements:

• Degree in Management, Business Administration and/or Marketing
• Valid Code EB drivers' license
• 5 to 8 years' experience in a Sales function
• Experience managing complex and/or significant customer relationships and key accounts
• Experience managing diverse cross-functional internal teams

Responsibilities:
Account Management

• Develop account strategies in accordance with the overall channel strategy.
• Conduct regular reviews of business performance and promotion strategies.
• Develop and maintain product knowledge of the Retail sector and RCL FOODS products in particular.
• Develop an optimal integrated promotional plan and manage promotional investments.
• Monitor market trends, competitive activities and new products.
• Continuously review and monitor pricing to ensure RCL FOODS remains competitive with the highest profitability possible.
• Develop proposals, negotiate terms and conditions and implement contractual agreements with assigned national accounts accountability for delivering strong financial results.

Customer Relationship Management

• Develop a deep understanding of customer needs and their operations and strategic objectives.
• Develop the customer strategic business plan for his/her respective categories.
• Deliver the agreed plan and follow up/coordinate the achievement of counterparts set in the Plan.
• Monitor customer performance by tracking customer contribution and market share for major categories.

Pricing and Negotiation

• Develop proposals, negotiate T&C’s and implement contractual agreements with SPAR.
• Lead customer negotiations aligned to RCL FOODS objectives.
• Land and implement all required price increases.

Promotion and Communication

• Develop, present and execute 12-month promotion calendars.
• Develop optimal promotional plans and manage promotional investments to deliver improved ROI using pre-and post-promo evaluation process.
• Lead, guide and motivate the Field Sales Team in driving a brilliant instore execution agenda

Supply Chain and Distribution Management

• Develop and maintain strong executive relationships with assigned distributors.
• Manage regional stock availability issues with relevant depots.
• Oversee the order taking process and follow up with supply chain management when required.
• Coordinate account and market reviews of key metrics and best practices/key learning for assigned distribution.

Account Financial Management

• Drive the achievement of the national account sales budgets in terms of volume.
• Drive the achievement of the national account profit budget
• Negotiate trading terms, rebates and incentives in respect of future promotions.
• Monitor and optimise trade spend investment and complete ROI analysis.

CLOSING DATE: 24 January 2020