Export Manager

4 days ago

Durban, KwaZulu-Natal, South Africa RCL FOODS Full time

RCL FOODS is on the hunt for an Export Manager. The role will be based in Westville and will report to the Growth Director New Business Development.

RCL FOODS is looking for an incumbent to execute the strategy for growing RCL profitability through the expansion of new channels (other than traditional Retail, Wholesale and Sundry) by determining the tone and direction the new business development team takes in its approach to working with possible and newly established key customers.

Minimum Requirements
  1. Matric / Grade 12.
  2. Bachelor's Degree.
  3. Valid driver's license and willingness to travel nationally and internationally.
  4. 5-10 years' experience in FMCG, Sales (National Account Manager/Key Account Manager/Sales Manager).
  5. Ability to speak and understand French (added advantage).
  6. Experience in Marketing/Customer Marketing (added advantage).
  7. Experience in Distribution Operations and/or running Retail Operations (added advantage).
Duties & Responsibilities

New Business Development Implementation:

  1. Drive the achievement of targeted sales growth and achievement of SIA's.
  2. Perform rigorous market research and product/channel analysis and allocate budget accordingly.
  3. Work collaboratively across cross-functional teams to align demand and supply across the company.
  4. Manage and penetrate new business channels at all levels, develop relationships that enable the achievement of customer plans and objectives and lead all RCL FOODS cross-functional team activities related to accounts.
  5. Evaluate and expand export opportunities, leveraging SA retailers, wholesalers.
  6. Co-ordinate the business between suppliers and all customer categories.
  7. Ensure that the business models of suppliers are correctly implemented and measured.
  8. Develop the company's new products to prospective clients through introduction and promotion of products.
  9. Train Distributor teams to ensure new categories are developed and correctly implemented in the marketplace co-ordinate supplier and company budgets and develop strategies to ensure maximum ROI for stakeholders.
  10. Maintain a high level of visibility in stores, initiate displays and merchandising to attract customers.
  11. Detect all possible competition threats and relay to the MD.
  12. Prepare annual budget for the new division and ensure attainment of set targets and that expenditure is within the budget.
  13. Ensure that safety and loss control standards are adhered to by our staff.
  14. Ensure adherence to ISO and HACCP standards in all production and operation systems.
  15. Adhere to supplier agreements, ensure they are continuously updated and changes are communicated to all.

New Business Operationalisation:

  1. Make presentations to and negotiate with prospective new business.
  2. Develop the preliminary business case to support investment, including pricing strategy and new business model requirements.
  3. Obtain commercial input for all new initiatives and future rollouts.
  4. Develop preliminary Capex motivations to support sustainable investment across RCL FOODS.
  5. Report and provide recommendations regarding new product/customer/market profitability.
  6. Develop proposals, negotiate terms and conditions, and implement contractual agreements for new accounts with accountability for delivering strong financial results.
  7. Drive reporting and post-implementation reviews to the business.

Account Management:

  1. Ensure that all new business accounts are profitably serviced to achieve sales and revenue goals.
  2. Analyse sales statistics to determine new business growth potential.
  3. Plot the annual and long-term objectives for new accounts and ensure all volume, distribution and profit targets are met.
  4. Collaborate with the marketing team to develop and implement campaigns to suit the new channels.
  5. Coordinate multi-disciplinary teams to ensure smooth and efficient operations and delivery of all services to new customers, including product development, demand plotting, production plotting and delivering products.

New Product Development:

  1. Drive the collaboration with the R&D and marketing teams to identify a robust pipeline of new products where required for new customers and channels.
  2. Work closely with the balance of the business to develop the appropriate ranges to satisfy the new channels.

Reporting:

  1. Provide weekly/monthly feedback to the Channel Manager indicating profitability of new channels and business and performance against agreed KPI's.
  2. Hold role players to account against performance by providing regular updates on achievement vs KPI's.

Client Relationship Management:

  1. Manage all aspects of new business profiles, including short term performance and forecasts.
  2. Develop and maintain strong work relationships with key opinion leaders in the existing and new markets to inform future planning and sales focus.
  3. Drive awareness and understanding of new customers' budgets, goals, strategies, needs and impact on RCL.

Channel Planning and Execution:

  1. Lead an annual planning process to create specific promotional plans that support annual brand plans.
  2. Lead New Business Development performance reviews.
  3. Estimate ROI for key channel initiatives and evaluate plans post-execution.

Pricing Management:

  1. Participate in setting new product pricing to extract maximum value for RCL and new customers.
  2. Track RCL brand and competitive price across customers within existing and new channels.
  3. Recommend pricing corrections and adjustments where required to sustain new business development.
  4. Recommend ongoing improvements and pricing innovation to create greater value across new customers and channels.

Financial Management:

  1. Understand key drivers of profit and loss and actively support the achievement of financial targets including driving profitable product mix across new channels.

Staff Management:

  1. Lead, train develop staff within the context of the LRA, EEA, BCEA and SDA legislation.
  2. Monitor staff performance and provide regular feedback, coaching and support where required.
  3. Manage staff activities, ensuring service levels are met and protocols are adhered to.
  4. Drive employment equity ensuring that diversity is achieved and statutory targets and requirements are met.
  5. Conduct regular meetings ensuring records are kept and shared across the team and action plans are delivered.
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