Executive: Food Service - Independent Operators (IO) at McCain Foods

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 equivalent.
• Bachelor’s Degree( Honors will be advantageous)
• Management Qualification will be advantageous.
• Minimum of 15 year in a managerial role, specifically in FMCG, 10 years’ in Sales with National Accounts; Foodservice 
   

PERSON SPECIFICATIONS:

Demonstrated capability in the following areas:

Through;

• Business Insight: Applying knowledge of business and the market place to advance the organizations goals.
• Customer Focus: Building Strong Customer relationships and delivering customer centric solutions.
• Manages complexity: Making sense of complex, high quantity and sometimes contradictory information to effectively solve problems
• Decision quality: Making good ad timely decisions that keep the organization moving forward.

Results;

• Directs work: Providing direction, delegating and removing obstacles to get work done.
• Drive Results: Consistently drive results even under tough circumstances.
• Plans & aligns: Planning and prioritizing work to meet commitments aligned with organizational goals.
• Ensures accountability: Holding self and others accountable to meet commitments.

People;

• Values others
• Collaborates: Building Partnerships and working collaboratively with others to meet shared objectives.
• Develops and coaches people
• Ensures that the team collaborates with other sub-functions effectively
• Attracts top talent: attracting and selecting the best talent to meet current and future business needs.
• Drives engagement: Creating a climate where people are motivated to do their best to help the organization achieve its objectives.

Self;

• Leads Self: Takes accountability for own growth and development
• Courage: Stepping up to address difficult issues, saying what needs to be said.
• Being resilient: Rebound from setbacks and adversity when facing difficult situations.
• Manages Ambiguity: Operating effectively, even when things are not certain or the way forward is not clear.