Customer Manager: PnP & Massmart WC

Tiger Consumer Brands Ltd.; South Africa; On-site; ZAR 520,000 - 900,000; Full time

Job summary

Tiger Brands is seeking a senior sales professional to develop and manage a defined regional customer strategy aligned with the national plan. You will own end-to-end customer relationships, working with Marketing, Customer and Operational teams to maximize growth opportunities and improve sales capability.

You will analyze market data to craft customer-specific strategies, manage budgets and ROI, negotiate listings and promotions, and ensure successful execution across key channels.

Qualifications

• Experience Over 3 years' customer / key account / sales experience.
• Experience managing customer accounts & relationships.
• Finance sales experience (promotional budgets, trade budgets, revenue forecasting, etc.)

Responsibilities

• Analyse market and customer information to develop a customer-specific sales strategy.
• Develop and manage a customer plan and activity grid for the channel and communicate to stakeholders.
• Collaborate with Customer Marketing on investment strategy to meet budgeted volumes.
• Develop a customer contact strategy and manage key relationships.
• Negotiate, track and evaluate spend for ROI, and manage promotions within budget.
• Implement co-ad spend and monitor pricing and promo activities with stakeholders.
• Coordinate with Regional Sales Managers to ensure coverage of key stores.
• Manage expenses and co-ad within approved budgets.

Skills

Influencing Others

Owning It

Driving Long Term Results

Developing Myself

Staying a Step Ahead

Job description

It's fun to work in a company where people truly BELIEVE in what they're doing! You are accountable for developing, implementing and managing a defined regional customer or portfolio of customers' strategy that is aligned to the national customer strategy. You own the customer relationship and use it to maximise and capitalise on sales opportunities. In close collaboration with the Marketing, Customer and Operational teams, you need to achieve our growth targets by building and maintaining successful, commercial business relationships. You are dedicated towards improving our sales capability and creating a great place to work.

WHAT YOU WILL DO

Analyse market and customer information and use available data tools to develop a customer specific sales strategy which is translated into robust sales activities. Develop and manage a customer plan and defined customer activity grid for the channel / customer and communicate to all stakeholders. Work with Customer Marketing to develop a defined customer or portfolio of customers' investment strategy to deliver the budgeted volumes. Develop a customer contact strategy and manage key customer relationships. Negotiate, track and evaluate spend ensuring activity compliance and ROI. Implement and manage customer initiatives in the commercialization of innovation projects. Negotiate defined customer or portfolio of customers' listings & launch support with relevant buyers. Control and implement the account promotional grid & budgeted spend. Complete pre- & post evaluation of ROI of all account promotions to ensure maximum commercial effectiveness. Communicate pricing & promo activities internally and externally to all stakeholders. Implement and monitor co-ad spend in line with budget. Work with Regional Sales Managers to ensure coverage of most important stores (without overlap). Manage expenses and co-ad within agreed budget

WHAT YOU’LL BRING TO THE TABLE

• Influencing Others - you are customer relationship obsessed. You align with customers by using a strategic and consultative sales process to understand customers' needs and exceed their expectations while growing each customer's and the Tiger Brands business.
• Owning It - you consistently demonstrate and proactively deliver a thorough understanding of category, competition and customer and you leverage networks to make it happen for the customer.
• Driving Long Term Results - you are fixated on hitting targets and delivering service to your customers. You can see beyond one customer or one point in time.
• Developing myself and Others - you find ways to grow and develop the sales capability of our teams.
• Staying a Step Ahead - you have a comprehensive understanding of innovations that will elevate our game with our customers.

Experience Over 3 years' customer / key account / sales experience Experience managing customer accounts & relationships Finance sales experience (promotional budgets, trade budgets, revenue forecasting, etc.)

WHAT YOU WILL BE MEASURED ON

• Overall net sales target and volume
• Market share /forward share/ distribution
• Customer profitability
• POP effectiveness and pricing strategy
• Customer Satisfaction
• Effective cost containment
• People Development (% of team meeting targets)

In accordance with the employment equity plan of Tiger Brands and its employment equity goals and targets, preference may be given, but is not limited, to candidates from under-represented designated groups.

Tiger Brands is proudly Africa’s largest listed manufacturer of fast-moving consumer goods (FMCG). We impact lives every day with our iconic, award-winning brands. Our core business is the manufacturing, marketing and distribution of everyday branded food and beverages. Our products are relevant across every meal occasion and are well positioned to grow. Being a food company means we're an intimate part of everybody's daily lives and that's why we get loud and proud about exploring further, roaring louder and growing together. We aim to Ignite Your Career, Grow our brands and our business.