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Sales Executive

2 weeks ago

Johannesburg, South Africa AVI Limited Full time

The **Coffee Importers and Roasters Organisation (CIRO)** is a true coffee emporium. As the preferred one-stop solution, **CIRO** offers expert services in sourcing, roasting, blending, packaging, training, equipment, technical support, national and international distribution and market trend analysis. As the largest manufacturer of pure coffee in South Africa, it is easy to understand why **CIRO** is a noteworthy front runner within the coffee service industry and renowned for consistent quality, innovative product formats and extra value offering.

**Line Manager**: NBL Sales Director

**Job Specification**:
**Key Performance Areas**:

- Be responsible for the management of the CIRO Sales Operations team, its objectives, strategies and plan.
- Develop, manage and nurture a robust and commercially appropriate relationship with CIRO suppliers, service providers, and customers, both present and future
- Present and deliver on the objectives and strategy of CIRO, understanding that CIRO requires vast improvements to the extent that the requirements are for a “turn around” job in the medium term
- Drive profitable sales growth
- Develop, lead, maintain and implement commercial and growth strategies
- Management of the day to day sales function - targets, budgets, forecasting, promotions, people structure and management, customer relationships
- Lead and steer Global principles of Lavazza (Italy)
- Ability to analyse sale information and competitor activity and make the necessary changes and recommendations
- Talent management and development of a competent National Sales team
- Investigate new markets, new innovation trends, product ranges and service offerings relevant to the respective channels, by attending relevant trade shows globally
- Deliver and improve technical NSV across the customer base by Region
- Ensure the sound management and control of variable and fixed sales costs, Nationally and by Region
- Develop and lead strategic growth and defense plans and partnerships with key independent players and ensure sound implementation by Region
- Ensure the implementation and Activation of Group Key Account activations and plans as developed by various Key Account teams
- Responsible for International Sales strategy into Africa and Mauritius by taking these global brands as well as closed coffee solutions (Lavazza capsules), technical competence and global equipment partnerships and World-class training (SCAE Specialty Coffee Association of Europe) credentials and capabilities to these specific markets
- Driving social responsibility programs and greening initiatives. (Fairtrade | Utz | Rainforest Alliance | Organic | Relationship Coffee)
- Develop and lead strategic growth and defense plans and partnerships with key independent players as well as global chains across the various channels within the foodservice sectors, e.g. the Hilton, Hyatt, Radisson, Sheraton and Marriot groups in Hospitality and Burger King, McDonald's, in the QSR sector and BP Wild Bean, Engen, Caltex and Sasol in the petroleum sector, Compass, and Fedics in the Corporate Catering sector

**Minimum Requirements**:
**Experience**:

- 10 + Years sales experience within the HORECA & Business and Industry environment
- Experience in managing and leading multi-functional teams

**Qualifications**:

- Relevant business-related degree

**Additional Requirements**:

- Willingness and ability to travel extensively within South Africa
- Knowledge of HORECA (Hotels, Restaurants, and Coffee Shops, as well as Business and Industry) experience
- Knowledge & understanding of Out of Home and Hospitality business and its customers will be an advantage
- Knowledge of hospitality, food services, group catering, and corporate catering
- Demonstrated ability to lead high-level negotiations
- Trade agreements and price negotiations
- Fully efficient in MS Office
- Fully effective in using SAP

**Competencies**:

- Building relationships
- Challenging views
- Developing Strategies
- Persisting
- Resolving conflict
- Seizing business opportunities
- Staying composed
- Taking initiative