Executive: Food Service

2 weeks ago

Johannesburg, 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 on-going 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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