National Account Manager

7 months ago

Pretoria, South Africa RCL FOODS Careers Full time

**RCL Foods** is recruiting for a driven, highly energized and customer focused **National Account Manager **within the baking business unit.

This role will be based in **Pretoria **and reporting to the Sales Executive.

This role is a **Permanent role.**

**Duties & Responsibilities**:
Account Management
- Develop account strategies in accordance with the overall channel strategy.
- Conduct regular reviews of business performance and promotion strategies.
- Manage and develop strong day to day relationships with the national account representatives.
- Collaborate internally with cross-functional groups to develop and execute sales initiatives.
- Develop and maintain product knowledge of the wholesale sector and Rainbow products in particular.
- Develop and present fact-based sales proposals to customers.
- Seek out and pursue line extensions, new channels and new business.
- Forecast demand and feed that into the S&OP process.
- Liaise with Marketing and monitor market trends, competitive activities and new products.
- Report meeting results and follow up with all cross-functional groups to capitalise on sales opportunities.
- Facilitate NPD processes to meet customer requirements.
- Monitor quality of products and review complaints, returns and resolve all issues.
- Recruit, negotiate with and sign-on new national accounts.
- Be an internal account champion, assuring clear and regular communication to key company managers.
- Pursue opportunities unique to each assigned account in terms of marketing, merchandising and operations.

Pricing and Negotiation
- Develop proposals, negotiate terms and conditions and implement contractual agreements with assigned national accounts (with accountability for delivering strong financial results).
- Continuously review and monitor pricing to ensure Rainbow remains competitive with the highest profitability possible.
- Ensure the relevant Rainbow customer offerings/basket is ranged for the respective national accounts.
- Ensure the pricing across the basket is in line with relevant mandates as published.
- Offer alternative solutions to customers in the event of the products performing poorly (i.e. cross-merchandising strategically and facilitating further promotions to market stock).
- Negotiate trade margins advising customers regarding the best price in comparison with competitors, ultimately ensuring the product is successful.

Promotion and Communication
- Develop, present and execute 12-month promotion calendars.
- Develop optimal promotional plans and manage promotional investments.
- Ensure that the promotional grid is updated and accurate at all times.
- Determine the feasibility of promotions and quantify success.
- Advise Marketing on in-store demonstration work and indicate the success rate of promotions.
- Critically evaluate the feasibility of point of sale proposals.

Customer Relationship Management
- Develop a deep understanding of customer needs and their operations and strategic objectives.
- Develop the customer business plan for his/her respective categories.
- Deliver the agreed plan and follow-up/coordinate the achievement of targetsset in the Plan.
- Monitor customer performance by tracking customer contribution and market share for major categories.
- Act as an active ambassador of Rainbow at the customer and of the customer at Rainbow.

Supply Chain and Distribution Management
- Develop and maintain strong executive relationships with assigned distributors.
- Manage stock availability issues with factory/Vector depots.
- Oversee the order taking process and follow up with supply chain management when required.
- Coordinate account and market reviews of key metrics and best practices/key learning for assigned distribution.
- Communicate with Vector in-store staff and branches throughout the country.
- Ensure that VSS is made aware of promotions and the details to facilitate seamless communication channels.

Account Financial Management
- Drive the achievement of the national account sales budgets in terms of volume.
- Forecast, budget and track account revenues and cost.
- Achieve monthly, quarterly and yearly sales margins and goals.
- Monitor and optimise trade spend investment and complete ROI analysis.

Reporting
- Provide monthly feedback to the Channel Manager indicating the tracking on volume versus budget.
- Identify improvemen

**Minimum Requirements**:

- Degree in management, business administration and/or marketing
- Valid Code EB drivers' licence
- 5 to 8 years' experience in a marketing and sales function that includes managing complex and/or significant customer relationships and key accounts

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