Regional Account Manager at RCL Foods

Job Description    
At RCL FOODS we see and do things differently, we think bigger, work smarter and as a team collectively work towards achieving our ambition; more food to more people, more often!

Our Talent Team are currently looking for a dynamic Regional Account Manager within our Chicken Business to be based in Cape Town. The role will report into the Retail Wholesale Channel Executive.

RCL Foods entrusts the Regional Account Manager to:

• Develop and maintain Rainbow’s business with the Capes (Western & Eastern Cape) Retail Regional accounts like Spar, PnP & Shoprite Checkers according to the company and channel strategy.
• Be responsible for the ownership of the Pick n Pay National account.
• Represent the customers’ best interests within the Rainbow environment so that customers’ needs are always satisfied.
• Develop and manage relationships with all regional Retail accounts, specifically with Spar at regional level. Relationships need to be formed and developed with not only the Store owners and buyers but also the operations managers, promotional managers and DC receiving managers and jointly 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.
• To represent the retail market dynamics and the customers into the Chicken Exec based in Worcester.

Minimum Requirements    

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

Duties & Responsibilities    
Customer Account Management:

• Develop a deep understanding of customer needs, their operations and strategic objectives by reviewing their priorities, objectives and plans for the respective categories annually.
• Develop account plans in accordance with the overall company strategy of aggressively growing the added value portfolio and growing the profitability of mainstream chicken in conjunction with the customer needs assessment above. The company plan will be refreshed annually.
• Deliver the plan by conduction quarterly reviews of the performance versus the customer plan with the customer and internal cross functional groups, communicating key target achievements and following up/coordinating any shortfalls on performance versus the plan.
• All objectives in the plan must be measureable and performance communicated by a robot system.
• Manage and develop strong day to day relationships with the regional accounts representatives acting as an active ambassador for Rainbow at the customer and of the customer at Rainbow.
• At least half yearly reviews with the accounts operations managers must be done in conjunction with VSS.
• Develop and present fact-based sales proposals to customers based on regional market dynamics and competitor behavior.
• Seek out and pursue line extensions, new channels and new business.
• Forecast demand and feed that into the S&OP process at Bush Valley working closely with the production team.
• Liaise with marketing and monitor market trends, competitive activities and new products.
• Report meeting results ad follow up with the Retail channel manager to capitalize 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 company mangers.
• Pursue opportunities unique to the account in terms of marketing, merchandising and operations.

Pricing/Negotiation and Financial Management:

• Financial results include the monthly tracking of sales margins and goals, monitoring and optimizing trade spend investment and ROI analysis and forecasting, budgeting and tracking account revenue and costs.
• Ensure the relevant Rainbow customer offerings/basket is ranged for the respective national accounts.
• Ensure the pricing across the basket is in line with the relevant mandates as published.
• Offer alternative solutions to customers in the event of the products performing poorly (ie cross-merchandising strategically and facilitating further promotions to market stock).
• Advise customers on trade margins advising regarding the best price in comparison with competitors, ultimately ensuring the product is successful.

Promotion, Communication with Supply Chain and Distribution Manager:

• Develop, present and execute 12-month promotion calendars.
• Develop optimal promotional plans and manage promotional investments.
• Ensure that the promotions grid is updated and accurate at al times.
• Determine the feasibility of promotions and quantify success.
• Communicate with Vector in-store staff through both the promotional grid and the six weekly Vector cycle meting to facilitate seamless communication channels.
• Advise Marketing on in-store demonstration work and indicate the success rate of promotions.
• Critically evaluate the feasibility of point of sale proposals.
• Develop and maintain strong executive relationships with the Bush Valley distribution team.
• 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.

Demand Forecasting:

• It is critically important that the demand forecast grid is maintain within a 10% forecast bias by product to ensure sufficient stock for customers and that product does not build in the limited storage facility.
• Ensure promotional volumes are reflected in the forecast.
• Where customer jabs are giving (IQF) ensure they are effectively communicated to planning/distribution.

Competitor Analysis:

• Continuously review and monitor pricing on all adjacently listed competitive products within the account to ensure Rainbow remains competitive with the highest profitability possible.
• Develop product knowledge on all competitor products within our category and communicate any new products or new promotional/display tactics by competitors as soon as they are seen.

Reporting:

• Provide monthly feedback to the Channel Manager indicating the tracking on objectives versus the account plan.
• Five – Ten store audits to be sent to the channel manager weekly from the respected account.
• Report on identified improvement and innovations.