JOB PURPOSE

To manage and build strong business relationships with all key accounts in Modern Trade, Traditional Trade and HORECA (Hotel, Restaurants and Catering). To role encompasses management and oversight of the profitability of the relevant business channel by developing and executing long- and short-term sales goals.

MEASURABLE OUTPUTS
1. Customer strategy development, implementation and alignment
2. Achievement of Sales objectives
3. Programme and project management
4. Forecast and budget management
5. Risk management
6. Internal and external stakeholder engagement
7. Team leadership, management and mentoring
8. Effective teamwork, self-management and alignment with Company values

TECHNICAL KNOWLEDGE AND SKILL REQUIREMENTS OF ROLE
General (pre-requisite) Organisation (induction) Role (foundational knowledge) Changing knowledge requirements
• Strong relationship building and business partnering skills with an ability to manage stakeholder expectations
• Analytical, conceptual and creative
• Leadership, team management and development skills (must have experience in building a team that delivers results)
• Strategic thinking and execution skills
• Well-developed verbal and written communication, presentation, influencing and negotiation skills
• Resourceful, adaptable, able to work under pressure and driven by a sense of urgency in meeting deadlines
• Agile / flexible and able to manage ambiguity and complexity

Technical pre-requisite
• Broad knowledge and experience of a Sales function in an FMCG environment with exposure to setting and executing category strategies
• Key account management knowledge and experience (minimum of 5 years)
• Sound business, commercial and financial acumen
• Has a successful track record of implementing successful Sales and Marketing campaigns
• Displays proven strength in initiatives that demonstrate innovation
• Programme and project management skills, including budget management
• Sound knowledge of the full MS Office suite •
• Group and regional strategies
• Express and implied ethical responsibilities
• Relevant systems and process knowledge
• High level understanding of business flows and where to source information


Understands consumer insights and the drivers of consumer behaviour
• Must have an understanding of trends in the global commodities market, as well as Forex trends, and how these impact pricing
• Understands the drivers of costing
• Relevant systems, processes, policies, procedures and workflows
• Relevant regulations and their impact on the business
• Relevant commercial, risk and legal knowledge
• Sound internal and external network
• Governance and compliance requirements

Market conditions, including consumer trends and behaviours
• Leadership expectations based on Company’s growth base and opportunities in the market
• Evolution in Company's organisational structure, strategy, vision and business model
• Product developments
• Changing risk appetites
• Regulatory changes
• Evolving technology
• Customer needs and requirements
• Competitor activity
• Responsibilities to specific management committees and forums

Compliance requirements
• Internal standards, policies and procedures
• Ongoing awareness of impact of changes to regulations and legislation
• Local and cross-border compliance requirements

Education and Qualifications
Relevant business degree
Experience
8+ years proven sales and key account management experience in an FMCG environment
Working conditions / challenges
• Frequent travel is required
• Strong requirement to influence potential and current customers
SST level Best Practice (SST 3)
Internal Stakeholders Marketing, Finance, Production, Distribution and Logistics and HR
External Stakeholders-Customers and distributors

KEY OUTPUTS SUCCESS MEASURES
INPUT / BEHAVIOURS
COMPETENCIES
MEASUREMENT METHODS
1 Customer strategy development, implementation and alignment
1.1 Delivery against strategy
1.2 Achievement of Company’s commercial objectives
1.3 Ongoing innovation and continuous improvement

Translate group strategy into volume targets based on opportunities within a specific channel
Work with customers to identify opportunities to grow volumes and distribution
Track and manage customer plans against identified KPIs
Drive innovation and continuous improvement
Regularly review and adjust customer strategies where relevant Business insight
Practical execution management
Customer service orientation
Creativity and innovation
Building the brand
Commercial orientation
Building relationships
Influencing and negotiation
Organisational awareness
Monitoring
Drive Customer plans
Relevant reports
Formal and informal feedback

2 Achievement of Sales objectives
2.1 Achievement of volume and market share targets
2.2 Achievement of channel and category objectives
2.3 Achievement of NPD (New Product Development) launch targets
Display strong understanding of the drivers of Sales
Conduct market mapping to understand segments within these markets
Understand customers’ needs and develop short, medium and long-term growth strategies within a specific customer based on identified needs and opportunities
Monitor Sales objectives per channel, category and region
Build a competent Sales team and assist them to achieve their objectives
Manage product and pricing with different customers and identify opportunities to maximise profitability
Business insight
Judgement and decision-making
Developing people
Practical execution management
Volumes
Market share
Channel and category metrics
Customer plans
Formal and informal feedback

3 Programme and project management
3.1 Achievement of programme and project objectives
3.2 Accurate, timely relevant reporting and metrics

Lead the development and execution and multiple projects
Co-ordinate strong project teams
Manage changes in scope
Manage quality assurance by developing relevant project reporting and metrics, including critical success factors, risks, mitigations, high level actions and decisions taken / to be taken
Programme and project management
Influencing and negotiation
Business insight
Conceptual / abstract thinking
Organisational awareness
Project documentation, including reports and metrics

4 Forecast and budget management
4.1 Adherence to budget
4.2 Achievement of forecasted volumes within an agreed range
4.3 Enhanced financial efficiencies
• Develop, review, forecast and track Sales budget
• Develop and track three month rolling forecasts (by product, SKU and category)
• Align volumes to business capacity to mitigate against the building up of large stock levels
• Approve expenditure
• Manage adherence to budget and take corrective action where needed
• Regularly liaise with Finance to discuss budget
• Identify and implement cost savings and other financial efficiencies where appropriate
Commercial orientation
? Practical execution management
? Analysis
? Excellence orientation
? Monitoring
? Judgement and decision-making
? Business insight
Budgets
? Relevant reports and presentations
? Monthly feedback from Group Finance
? Formal and informal feedback




KEY OUTPUTS SUCCESS MEASURES INPUT / BEHAVIOURS COMPETENCIES MEASUREMENT METHODS
5 Risk management 5.1 Enhanced top and bottom-line performance

5.2 Proactive risk mitigation
Understand company’s material and reputational risks and ensure these are well understood internally
? Display sound business and commercial acumen in understanding costings, finance, production impacts and how currency and commodity
prices affect the business
? Understand how to price, plus the drivers of costing
? Manage pricing in instances where the business does not procure well
Business insight
? Commercial orientation
? Strategic leadership
? Problem solving
? Influencing and negotiation
? Drive Income statement
? Formal and informal feedback
? Relevant reporting and metrics

6 Internal and external stakeholder engagement
6.1 Strong business relationships that enable Wilmar SA to achieve its growth objectives
6.2 Customer satisfaction
6.3 Suppliers meet their contractual agreements
6.4 Business perceives the function to be delivering on expectations
6.5 Facilitation of alignment and consistent messaging to leverage opportunities

INTERPERSONAL
Customer Service Orientation
• Develops, implements and monitors best practice service improvement programmes that match / exceed industry benchmarks
• Takes ownership for addressing and resolving escalated client issues
• Models appropriate behaviour with staff and coaches on the importance and application of customer and client service
• Seeks to learn information about customers and shares this information with internal teams

Teamwork
• Identifies and follows-through on opportunities to enhance team effectiveness
• Operates effectively in both functional and transversal teams
• Harnesses team talents to optimise synergies
• Address disablers to team performance

COMMUNICATION
Influencing and Negotiation
• Identifies common ground and uses this to pursue win-win solutions
• Skilled at understanding the tactical value of when and how to confront people
• Utilises diplomacy and tact in influencing others (listens well; lets people feel heard)
• Lobbies effectively (e.g.. influencing industry and regulators to influence legislation)

FUNCTIONAL
Building the Brand
• Alert for opportunities to promote the brand in line with its distinctiveness
• Leads by setting an example of modelling the brand's promise
• Creates and drives tactics to enhance the brand (across teams and functions)
• Monitors brand delivery in own area of responsibility

Organisational Awareness
• Able to identify and influence important decision makers appropriately
• Recognises challenges in the broader environment and their potential impact on own area or function
• Highlights awareness of organisational value drivers and guides team accordingly
• Aware of how other departments or teams can impact own area's functioning and vice versa

Knowledge Management
• Identifies where there is a need for knowledge management interventions
• Adapts and integrates information from multiple sources to maintain best practice thinking
• Develops innovative knowledge management solutions that enhance current practice
• Manages the implementation of knowledge management solutions

LEADING / MANAGING
Practical Execution Management (Planning and Organising)
• Consults with key stakeholders to develop plans and projects
• Skilled at developing contingency plans (remobilizing, re-planning, re-prioritising)
• Translates medium or long-term objectives into measurable plans, milestones and timescales
• Prioritises demands and workload to make efficient use of resources
Programme and Project Management
• Draws together customer need, organisational requirements and available resources
• Deploys and manages resources effectively so that project goals can be achieved with optimum efficiency and quality
• Plans, monitors and motivates to achieve project milestones
• Continually looks for ways to optimise efficiencies
Developing People
• Gives motivational and developmental feedback, with positive results
• Creates viable succession / career pathing plans based on retaining, developing and maximizing internal talent
• Coaches others to take ownership of difficult feedback or accept stretch assignments
• Invests the training and development budget effectively and finds innovative ways to sponsor team development