Regional Account Manager & Exports - Eastern Cape

SIGNAL HILL PRODUCTS; Cape Town; On-site; ZAR 700,000 - 1,000,000; Full time

Job summary

SIGNAL HILL PRODUCTS is seeking a Regional Accounts Manager & Exports to drive growth across wholesale, redistributors and export markets from Cape Town. You will manage key accounts, develop international opportunities and coordinate with production, logistics and finance to fulfil orders on time.

The role requires a proven sales track record in FMCG/export, strong relationship building and the ability to translate market insights into commercially focused plans.

Qualifications

• Bachelor’s degree and minimum experience in sales/account management.
• Proven export sales or international market development experience.
• Strong ability to manage multiple accounts and stakeholders.

Responsibilities

• Develop and grow Wholesale, Redistributors and Export channels.
• Identify and pursue new business opportunities through prospecting and market engagement.
• Manage sales opportunities from engagement to conversion and ongoing account management.
• Build strong relationships with customers, distributors and international partners.
• Coordinate with Finance, Logistics and Production to fulfil export orders.
• Monitor sales performance and contribute to forecasts and budgets.

Skills

Sales strategy

Account management

Business development

Negotiation

Education

Bachelor's degree in Business Administration, Marketing, Sales, Supply Chain or related field

Tools

Excel

Word

Outlook

PowerPoint

Job description

Regional Accounts Manager & Exports | Location: Eastern Cape

Overall Responsibility

Responsible for developing and growing the Company's Route to Market through the management and development of key wholesalers, redistributors, strategic accounts and export customers. The role is accountable for identifying and converting new business opportunities, strengthening existing customer and distributor relationships, driving sales and revenue growth, and ensuring the effective execution of customer requirements from initial engagement through to order fulfilment. The role will have specific responsibility for the development and management of the Company's export customer portfolio, including identifying new international business opportunities, developing export markets, managing customer and distributor expectations, and coordinating with internal stakeholders to ensure export orders are fulfilled accurately, efficiently and within agreed timelines.

Focus Area 1

Sales & Business Development

• Develop and grow the Company's Wholesale, Re-distribution and Export channels in line with agreed sales and commercial objectives.
• Identify and pursue new business opportunities through prospecting, cold calling, market engagement and ongoing customer development.
• Manage sales opportunities from initial engagement through to conversion and ongoing account management.
• Develop and maintain relationships with key customers, wholesalers, redistributors, international customers and distribution partners.
• Identify opportunities to increase sales volumes, revenue, distribution and market share across existing and new accounts.
• Develop and maintain export business opportunities within existing and emerging international markets.
• Identify potential export customers, distributors and markets and develop these opportunities through to commercial conversion.
• Monitor sales performance against agreed targets and implement appropriate actions to improve performance.
• Contribute to sales forecasts, budgets and commercial planning for assigned accounts and export markets.
• Conduct customer visits and sales calls as required, including engagement with export customers and business partners.

Focus Area 2

Account & Export Customer Management

• Establish and maintain strong working relationships with new and existing customers, distributors and business partners.
• Develop a clear understanding of customer requirements and identify opportunities to improve relationships, service levels and commercial performance.
• Manage customer expectations regarding pricing, product availability, order requirements, lead times, shelf life, collection and delivery.
• Manage export customer requirements from order placement through to fulfilment, ensuring potential issues are proactively identified and addressed.
• Work closely with Manufacturing and Scheduling to understand production capacity, stock availability and required shelf life for export orders.
• Coordinate with Finance and other relevant departments to ensure purchase orders and associated commercial requirements are completed accurately and timeously.
• Coordinate with Logistics and distribution partners to support the efficient movement and collection of export orders.
• Ensure customers are kept informed regarding stock availability, order progress, collection readiness and any potential delays.
• Identify opportunities to increase account penetration, customer retention and export sales growth.

Focus Area 3

Export Market Development & Commercial Growth

• Develop and grow the Company's export customer portfolio in accordance with agreed business objectives.
• Identify and assess new international markets, customers and distribution opportunities.
• Develop an understanding of market conditions, customer requirements, competitor activity and relevant market trends.
• Provide management with market intelligence and recommendations to support international business growth.
• Develop opportunities to increase export volumes, revenue and market share.
• Monitor export sales performance against agreed targets and provide regular feedback to management.
• Identify opportunities for new customers, products, channels and markets.
• Support the development and implementation of export sales plans and commercial initiatives.
• Build and maintain effective relationships with international distributors and business partners to support sustainable growth.

Focus Area 4

Export Order Fulfilment & Operational Coordination

• Coordinate the commercial requirements of export orders with relevant internal stakeholders to ensure effective fulfilment.
• Coordinate stock requirements across relevant Company sites where necessary to support export orders.
• Coordinate with Logistics and distribution partners regarding transportation, collection and delivery requirements.
• Ensure relevant export and cross-border documentation requirements are understood and coordinated with the appropriate internal functions.
• Support the effective management of both duty-paid and duty-free export requirements, where applicable.
• Monitor export order progress and proactively address supply, logistics or documentation issues that could impact customer service.
• Escalate matters that may adversely affect customer commitments, sales or export delivery timelines.
• Work collaboratively with internal teams to improve the efficiency and reliability of the export fulfilment process.

Focus Area 5

Customer Service & Problem Resolution

• Take ownership of customer and sales-related issues and ensure they are addressed within agreed timelines.
• Respond with urgency to customer concerns and escalated matters.
• Identify recurring customer, supply or operational issues and provide recommendations to management.
• Monitor service levels and identify opportunities to improve the overall customer experience.
• Proactively manage issues that may impact export customers, distributors or agreed sales commitments.

Focus Area 6

Stakeholder Management

• Establish effective working relationships with internal departments and external business partners.
• Work closely with Sales, Manufacturing, Scheduling, Finance, Supply Chain, Logistics and other relevant functions to support customer and export requirements.
• Coordinate internal resources where required to support customer opportunities and export orders.
• Ensure clear and timely communication between the Company, customers and distribution partners.
• Provide management with relevant customer, market, sales and operational feedback.
• Collaborate with internal stakeholders to ensure commercial opportunities are effectively converted and fulfilled.

Requirements Of The Role

• Bachelor's degree in Business Administration, Marketing, Sales, Supply Chain or a related field preferred.
• Minimum of 4 years' relevant sales/account management experience, preferably within FMCG, Wholesale, Distribution or a related commercial environment.
• Demonstrable experience in export sales, international account management, distributor management or international market development is essential.
• Proven track record of achieving sales targets and developing new business.
• Experience managing and growing customer accounts.
• Experience working with international customers, distributors or export markets.
• Strong understanding of sales principles, business development and account management.
• Working knowledge of export order fulfilment, logistics and cross-border requirements.
• Understanding of stock availability, customer order requirements and supply coordination.
• Strong reporting, forecasting and commercial analysis capability.
• Willingness to travel as required, including travel to customers and international markets.

Preferred Skills & Competencies

• Strong commercial, sales and business development skills.
• Export sales and international market development experience.
• Strong account, customer and distributor relationship management.
• Strong prospecting, negotiation and closing skills.
• Effective stakeholder management and collaboration.
• Strong problem-solving and decision-making ability.
• Excellent planning, organisation and time management.
• Excellent verbal and written communication skills.
• Strong analytical, reporting and commercial acumen.
• Ability to manage multiple accounts, markets and priorities.
• Strong computer literacy, including Excel, Word, Outlook and PowerPoint.
• Self-driven, accountable and results-oriented, with a focus on customer satisfaction and sales growth.

NB: This job description is intended to provide an indication of the anticipated nature, scope and key responsibilities of the position. The duties and responsibilities may be refined or amended from time to time. The list of responsibilities is not intended to be exhaustive. The successful incumbent may be required to undertake other reasonable duties and responsibilities appropriate to the level and scope of the position and aligned with the operational requirements of the business.