Customer Manager

Optential Consulting (Pty) Ltd; Johannesburg; On-site; ZAR 600 000 - 750 000; Full time

Job summary

A leading consulting firm based in Johannesburg is seeking a dynamic Customer Manager to drive customer relationships and meet sales targets. The role requires at least 5 years of experience in regional sales and Key Account Management, preferably within the FMCG sector, and strong leadership capabilities. Responsibilities include developing strategic plans, managing budgets, and supervising a sales team. The ideal candidate is innovative, customer-oriented, and adept at negotiation, with a valid driver's license.

Qualifications

• Minimum of 5 years regional sales management experience.
• Minimum of 5 years Key Account Management experience in the FMCG environment.
• Valid Driver's Licence.
• Experience with the big 3 retailers, Shoprite, PNP, and Spar is advantageous.

Responsibilities

• Manage key customer relationships and ensure sales targets are met.
• Deliver regional sales and expense budgets.
• Supervise and train staff and merchandising agents.
• Develop customer relationships with key accounts.
• Monitor and adapt regional plans for execution.

Skills

Business acumen (numeric and literacy)

Team motivation and leadership

Analytical thinking

Networking and marketing skills

Customer orientation

Negotiation

Innovative thinking

Conflict handling

Detail oriented

Interpersonal skills

Education

Tertiary qualification in sales or marketing

Job description

SUMMARY

Our client is seeking a dynamic, ambitious, and customer-focused Customer Manager to join their growing team.

POSITION INFO

Position/Title: Customer Manager
Reports to: Customer Executive
Function: Sales
Location: Johannesburg

Overall Responsibility

Overall responsibility for managing the relationship with key customers, agents and other key stakeholders and in so doing execute successfully against the national and regional business plans with key objective of meeting and or exceeding the sales budget.

Focus Area 1: Strategy and Execution

• Deliver regional plans in line with business and national customer plans ensuring clear objections and action plans are in place
• Communicate objectives and regional plans to sale agents as well as internal sales supervisors and ensure alignment in execution
• Deliver three months rolling plans setting clear monthly customer and sales priorities, volume commitments and dealing parameters in support of target achievement.
• Monitor success of execution and adapt plans as and when required

Focus Area 2: Budget Management

• Deliver and manage regional sales and expense budgets in line with key company objectives and timelines.

Focus Area 3: Team Management

• Supervision and training/Development of staff and merchandising agents
• Agree annual KPI's with direct reports and manage performance against these commitments.
• Collaborate effectively with key functions within the organization

Focus Area 4: Relationship Management

• Develop customer relationships to drive business strategy with key buyers and key accounts ops managers.
• Weekly meetings with DC demand planners
• Weekly meetings with sales agents and internal team
• Regular meetings retailer regional managers Quarterly meeting to review current catman solutions

Focus Area 5: Promotional Activities and Innovation Strategy

• Deliver spend productivity through promotional and ad-hoc budgets in order to drive to sales.
• Deliver alternative strategies to increase sales.
• Be nimble in capitalising opportunities in trade promo calendars
• Provide insights for improvements and new ways of driving sales.
• Develop a thorough understanding of company products as well as competing products.

Focus Area 6: Key Account Management

• Understand regional customer’s needs & strategy – develop regional plans based on this that are aligned to the overall company objective
• Develop specific strategies for Key Account Customers ensuring alignment to business and channel strategy.
• Set product, promotional and pricing strategies specific to the customer.
• Negotiate trading terms and service expectations where required
• Manage suggested RSP at account level. Identify and prioritize customer growth opportunities.
• Accountable for forecasting at regional Level and setting and delivering overall
• Key Account Customer targets. Manage, coordinate, and ensure implementation and execution across respective regions Ensure achievements of the following deliverables: 1) Annual targets and objectives,2) Monthly sales volume / value targets by region,3) Aligning return on investments with strategic direction.
• Implement price increases.
• Interpret and analyse data from IRI/Nielsen, formulate plans according to weakness and opportunities.
• Looks for opportunities to improve Planograms, place supplemental displays and POS material.
• Action new listings/launches of products. Development of detailed account plans that deliver profitable growth
• Development of regional specific scorecards that are reviewed with agents on a regular basis, improvement plans are actioned where required.
• Monthly/Quarterly reporting on KPI as set.
• Breakdown and deliver on trade and financial sales volume targets by area / channel / sku
• Customer reviews by brand per key account.
• Translate market share objectives into forward share objectives for specific Key Account, by category.

Minimum Requirements

• Qualification: Tertiary qualification in sales, marketing or
• Experience: minimum of 5 years regional sales management experience within the environment
• Experience: minimum of 5 years regional Key Account Management experience within the FMCG environment
• Experience: Experience with specific the big 3 retailers, Shoprite, PNP and Spar would be an advantage
• Experience in Entrepreneurial environment will be an advantage Valid Driver's Licence

Skills/Competencies Required

• Strong business acumen (numeric and literacy)
• Ability to motivate and lead a team
• Analytical thinking and problem solving skills
• Networking and marketing skills – Relationships with customers
• Customer orientation skills
• Negotiating and influencing skills
• Innovative thinker
• Conflict handling skills
• Emotionally resilient and able to manage stress (Emotional intelligence)
• Detail OrientedStrong interpersonal skills / respect for people
• Fast-paced and action oriented

If you have not heard back from us within 3 weeks,