National Account Manager at RCL Foods

Job Description

RCL Foods entrusts the National Account Manager to:

• Develop and maintain the Baking business with a particular group of customers according to the company and channel strategy.
• Represent the customers' best interests within the Baking environment so that customers' needs are always satisfied.
• Build strong relationships with customers and to set the accounts’ overall strategic direction.
• Develop and guide the implementation of assigned accounts specific business plans; achieve account profitability and sales targets; serve as the primary account contact; and provide account leadership.

Minimum Requirements    

• Degree in Management, Business Administration and/or Marketing. Valid Code EB drivers' licence. 5 to 8 years' experience in a marketing and sales function that includes managing complex and/or significant customer relationships and key accounts.

Duties & Responsibilities    

• Account Management: Develop account strategies in accordance with the overall channel strategy. Conduct regular reviews of business performance and promotion strategies. Manage and develop strong day to day relationships with the national account representatives. Collaborate internally with cross-functional groups to develop and execute sales initiatives. Develop and maintain product knowledge Baking products in particular. Develop and present fact-based sales proposals to customers. Seek out and pursue line extensions, new channels and new business. Liaise with Marketing and monitor market trends, competitive activities and new products. Report meeting results and follow up with all cross-functional groups to capitalise on sales opportunities. Facilitate NPD processes to meet customer requirements. Monitor quality of products and review complaints, returns and resolve all issues. Be an internal account champion, assuring clear and regular communication to key stakeholders. Pursue opportunities unique to each assigned account in terms of marketing, merchandising and operations.
• Pricing and Negotiation: Develop proposals, negotiate terms and conditions and implement contractual agreements with assigned national accounts (with accountability for delivering strong financial results). Continuously review and monitor pricing to ensure Baking remains competitive with the highest profitability possible. Ensure the relevant Baking customer offerings/basket is ranged for the respective national accounts. Ensure the pricing across the basket is in line with relevant mandates as published. Offer alternative solutions to customers in the event of the products performing poorly (i.e. cross-merchandising strategically and facilitating further promotions to market stock). Negotiate trade margins advising customers regarding the best price in comparison with competitors, ultimately ensuring the product is successful.
• Promotion and Communication: Develop, present and execute 12-month promotion calendars. Develop optimal promotional plans and manage promotional investments. Ensure that the promotional grid is updated and accurate at all times. Determine the feasibility of promotions and quantify success. Advise Marketing on in-store demonstration work and indicate the success rate of promotions. Critically evaluate the feasibility of point of sale proposals.
• Customer Relationship Management: Develop a deep understanding of customer needs and their operations and strategic objectives. Develop the customer business plan for his/her respective categories. Deliver the agreed plan and follow-up/coordinate the achievement of targets set in the Plan. Monitor customer performance by tracking customer contribution and market share for major categories. Act as an active ambassador of Baking at the customer and of the customer at Baking.
• Supply Chain and Distribution Management: Develop and maintain strong executive relationships with internal operations teams. 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. Effective communication with merchandising partners in regards to promotional activity and facilitate seamless execution.
• Account Financial Management: Drive the achievement of the national account sales budgets in terms of volume. Forecast, budget and track account revenues and cost. Achieve monthly, quarterly and yearly sales margins and goals. Monitor and optimise trade spend investment and complete ROI analysis.
• Reporting: Provide monthly feedback to the relevant customers indicating the tracking on volume versus budget. Identify improvements and innovations and include them in the reporting and feedback process.