Customer Relationship Manager

2 weeks ago


Johannesburg, South Africa CHEP Full time
Job title : Customer Relationship Manager - Manufacturers & DistributorsJob Location : Gauteng, JohannesburgDeadline : December 19, 2024Quick Recommended Links
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Major/Key Accountabilities

National Strategy Development

  • National/global account coordination
  • Implement and drive key account joint business plans to achieve annual revenue objectives within respective growth and value categories
  • Developing, selling, implementing, and evaluating business plans to meet or exceed financial goals
  • Collaborating with multi-functional teams (Marketing, Finance, Logistics, Operations, among others) to develop strategies and plans
  • Responsible for annual SLA’s
  • Own, lead and participate in the identification of new business projects and opportunities within the National Key Accounts level.
  • Negotiate at the head office level to drive sales strategy and growth opportunities through commercial negotiations with key accounts
  • Establish sustainable long-term customer relationships and partnerships
  • Create and exploit collaborative relationships utilizing CHEP Joint Value Creation and Extended Services Teams
  • Complete and reinforce all Zero Harm policies
  • Drive rate negotiations in partnership with the commercial manager
  • Biannual top to top reviews with key customers (high level engagement)
  • To develop productive working relationships with key contacts at all accounts within the national group
  • To establish clear, measurable, and attainable goals for each account within the group and conduct regular evaluations/business reviews to ensure objectives are being achieved
  • Facilitate collaboration workshops with key customers to drive a joint strategy for the year, driven through the account plan (comprising cost avoidance, growth and savings initiatives)

Position Purpose

  • Annual revenue budget
  • Revenue management and profitability growth
  • Cash improvement targets of responsible account (s)
  • Customer specific JBP plans
  • National Sales Strategy
  • Asset productivity
  • Customer Satisfaction – NPS – Target of top quartile
  • Employee satisfaction – Glint – Target of top quartile

Scope

  • Responsible for the Sales, Customer Experience, and Joint Value Creation Strategy
  • Annual Revenue Budget: R900m, across Manufacturers and Distributors affiliation’s

Authority/ Decision Making

  • In line with internal authority levels
  • Customer authority: customer proposals and pricing within agreed department parameters

Challenges

  • High profile/ focus role.
  • Dynamic and demanding market and customer environment- increasing competitor activity and potential new entrants.
  • Large market share of the South African business in current FMCG sector makes core business growth difficult.
  • Changes in customer’s organisations leading to customer decisions being managed by central procurement teams rather than our day to day contacts/decision makers.
  • CHEP’s service offer now being seen as a commodity rather than an added value service proposition.
  • The increase of automation in Manufacturer plants and Retailer DCs and the impact that may have on our current product quality offer.
  • Change in mind-set and culture within teams, aligning our employees to our vision and strategy.

Qualifications

  • Preferred degree qualified in a commercial or sales related area
  • Essential Bachelor’s degree in commercial or business or related field of comparable experience
  • Desired post graduate qualification

Experience

5+ years’ experience within:

  • FMCG sales and account management
  • Solution and strategic selling and/ or Logistics/ Supply Chain
  • People management

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