Export Sales Manager

6 months ago

Edenvale, South Africa Barloworld Ingrain Full time

Ingrain is Africa’s largest producer of unmodified and modified starch, glucose and related products. We produce a wide range of high quality products for customers across Africa and around the world using maize as raw material. The products manufactured at our mills are essential ingredients in the manufacturing processes of various different companies, in many industries such as food and beverages, paper manufacturing, pharmaceuticals, building materials and adhesives.

We are currently seeking an Exports Sales Manager to join our Sales & Marketing team. The incumbent will be responsible for to increase sales and profitability on account portfolio in order to ensure growth of business.

**The core purpose of the role**

Develop, improve and maintain a growth mindset to enable world class Account Management between Ingrain and all customers in Exports - regional and Deep Sea.

Ensuring that all interactions with customers in the Export Market are aligned and integrated with the business priorities so as be the supplier of choice and grow sales beyond budgeted volumes while developing a deep understanding of customers growth plans, customer expectations and ensuring awareness of the customers’ needs across all functions of the business.

**Key deliverables and outputs**
- Pricing contracts to be finalised and implemented - all customers. Implementation as soon as current contracts come to an end
- Contributions increased and volume increases YOY.
- Customer profile document created for all prime domestic customers detailing organisational structure, key personnel, key brands, manufacturing plants, products purchased, product inclusion rates, supply chain infrastructure, basis of contracting and key demand drivers. Ongoing updates to be completed annually/quarterly
- Overall pricing strategy - maintain volumes, not losing volumes to imported/alternatives while targeting and exceeding budgeted contribution as determine annually.
- Business Model: Improve team management and service delivery to customers as well as ensure accuracy of billing to customers
- Contracting: One page Sales and Purchase Agreement to be signed for each contract period per customer once finalized and agreed by team that covers all products and volumes.
- understanding customer relationship management and adopt beneficial learning’s.
- Improve customer face time through categorisation of customer base and call planning schedules per customer.
- Full understanding of competitive pricing from competitors around the world, recorded and updated at least monthly as this will assist local team to determine what prices competitors can land similar products in South Africa.
- Ensure vendors are paid timeously
- Grow markets and sales and alternative markets with current/alternative agent
- Margin maximised, unmodified starch pricing obtained to reflect the strength of our brand in respective Markets continue to achieve maximumn margin over other exporters to this market
- Quantify the market size and value of the market in South Africa, Australia and rest of the world. Consolidated sales plan for all international sales.
- Grow local market to gain market share in local market
- Ensure that Ingrain export business objectives are implemented and achieved
- Monitor service delivery standards and ensure that service levels are met
- Develop and implement agreed export sales and growth strategies
- Gather competitor intelligence and utilise for planning and implementing agreed export sales strategies
- Leverages internal and external networks to identify optimisation opportunities and identify and implement relevant “best practice”
- Achieves results in a way that builds and maintains constructive working relationships with managers, peers, clients and other service providers
- Demonstrates understanding of internal and external customer needs, expectations and delivers accordingly
- Collaborates effectively with internal and external service providers
- Develop strategic partnerships with customers, suppliers (where and when required), internal and external stakeholders to improve business results

**Qualifications**
- Grade 12 / Matric.
- Post graduate Diploma / Degree in Sales & Marketing
- Management Development Program advantageous
- Driver's License Code B

**Experience**
- 8 years experience in Export Sales Environment
- 8 years extensive experience in Business to Business Sales
- Experience in FMCG
- 5+ years experience in the Food and Beverage Manufacturing Industry
- Proven track record for meeting sales targets
- New market or business development experience
- Experience working on SAP
- Willing to work outside of business hours to accommodate international customers

**Skills and Knowledge**
- Sales and Marketing knowledge
- Knowledge on International Markets
- Ability to drive sales volumes and turnover
- Ability to build short to long term pipeline of potential customers
- Networking and Negotiation skills
- Business Finance

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