Executive: Food Service

2 weeks ago

Johannesburg, Gauteng, South Africa McCain Foods (S Africa) Full time

Position Title:
Executive: Food Service - Independent Operators (IO)

Position Type:
Regular - Full-Time

Position Location:
Rosebank

Grade:
Grade 07

Requisition ID: 21576

PURPOSE OF THE JOB:


Development, implement and execute an effective FS(IO) Sales strategy to drive sales growth and profitability and ensure the on-going achievement of strategic goals and objectives, particularly Volume, NSV and Gross Profit.

Ensure execution of company-wide objectives including innovation and strategic focus imperatives. Drive for results through leading the IO team. Build a strong and engaged team that is high performing and results oriented. Develop the team through training and coaching. Leads the sales process integration and execution.

Is part of a dynamic commercial leadership team that drives overall company results and builds a collaborative and engaged team.


KEY PERFORMANCE AREAS:

- **Develop and Lead Chanel Growth Strategy through the Integrated Commercialization Process;*
  • Grow channel through environment and customer choices.
  • Develop customer growth strategies and joint business planning.
  • Ensures team understanding and execution against Sales process imperative.
  • Ensure consistent regional execution of strategy (Inland, W. Cape and E. Cape and KZN).
- **Achieve budget, Gross Profit, Nett Sales Value and Volume for Food Service;*
  • Independent Operators;
  • Develop and implement sales activity plan and budget with objectives, strategies and key performance indicators.

Liaise with other relevant functions( category, marketing):

  • Achieve annual gross profit, net sales value and volume, through the implementation of sales plans with defined targets, plans to drive targets, innovation and communication plans.
  • Manage gross profit, net sales value and volume in terms ongoing analysis, investigation and reporting on sales information.
  • Budgetary and P&L (Profit & Loss) responsibilities including formulating budgets, revenue forecasts etc., ensuring profitability.
  • Distributors & Operators:
  • Develop strategy for and with the priority distributors (RTM).
  • Leverage service packages principles to drive investment choices, resource allocation and execution.
  • Drive implementation and tracking of strategy and activities.
  • Develop relationships with national distributors at a senior Level.
  • Ensure disciplines of quarterly reviews.
- **Compile and Manage the Annual Food Service(IO) budget*
  • Compile an annual Food Service (Independent Operators) marketing budget.
  • Manage and report on budget monthly/quarterly including reallocation as necessary.
- **Lead and develop team;*
  • Ensures an engaging environment with focus on growth, achievement and enjoyment.
  • Plan and direct the activities of the sales team, ensuring that all staff are motivated to attain predetermined KPI's.
  • Set appropriate KPI's for sales staff.
  • Monitor and report on Salesforce disciplines, Implementation and execution.
  • Monitor sales activity and success rates and take appropriate corrective action where necessary.
  • Ensure team has an effective performance management structure and clarity on objectives, supported with a development plan.
  • Coach and mentor direct reports in terms of performance and achievement of KPA's.
  • Implement regular status meetings.
- **Develop relationships with key customers at senior level;*
  • Implement monthly, and quarterly visits to key customers at regional and head office level.
  • Plan and implement customer, relationship, retention and development strategies.
  • Compile and present quarterly business reviews to all major customers.
  • If necessary, do realignment for them to achieve joint business plan.
- **Participate in setting of strategic objectives;*
  • Monitor and measure alignment through accurate reporting on objectives set out in the joint business plans per customer and channel.
  • Monitor and report on each plan against gross profit, nett sales value and volume achieved.

- **Manage trade investments;*
  • Manage Trade investment levels against agreed to investment strategy and levels.
  • Manage and report on return on investment against volumes achieved.

- **Reporting;*
  • Daily, weekly and monthly sales reporting.
  • Quarterly reviews and planning.
  • Provide input into monthly board reports in terms of sales performance, against kpa's, issues and actions.
- **Network and create cross-functional integration;*
  • Works closely and collaborate with cross functional teams (Marketing, Category, Demand, and Supply Finance).
  • Contributes and adds value in Commercial executive team leadership meetings and imperatives.
  • Interact and reporting to Regional/Global VP of Foodservice and other regions.
  • Ensure alignment of the 360 degree matrix between Sales, finance, Supply Chain and production, to ensure that we understand interrelationships and foresee problems that can impact sales performance.

EDUCATION & EXPERIENCE REQUIREMENTS:

  • Matric or

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