Current Vacancies at McCain Foods

PURPOSE OF THE JOB:

To take a lead role in the development and execution of effective sales strategies within the defined geography area allocated and to maximize and capitalize on sales opportunities and ensure the on-going achievement of strategic goals and objectives, particularly Volume , Nett Sales Value and Gross Profit. To maintain responsibility for managing and developing Distributors as well as Operators to meet revenue and growth objectives while targeting key customer segments. To plan, direct and co-ordinate sales, for the region, by establishing sales territories, quotas, and goals. To analyze sales statistics gathered by staff to determine sales potential and inventory requirements and monitor the preferences of customers.  To contribute to the strategic and operational direction of McCain.

KEY PERFORMANCE AREAS:

Achieve budget, Gross Profit, Nett Sales Value and Volume for Food Service;

• Develop and implement sales activity plan and budget with objectives, strategies and key performance indicators for the Inland / Free State Region.
• Achieve annual Gross Profit, Nett Sales Value and Volume, through the implementation of sales plans with defined targets, plans to drive targets, innovation and communication plans to Distributors.
• Manage Gross Profit, Nett Sales Value and Volume in terms on-going analysis, investigation and reporting on sales information from Vantage.
• Budgetary and P&L responsibilities including formulating budgets, revenue forecasts etc., ensuring profitability at all times.
• Own forecast for region in agreement with the Commercial Exec FS and the strategy within the Distributors, review on a monthly basis with the demand team.

Drive the IO Route to Market Strategy – End to End including all Environments;

• Optimize route-to-market by defining and implementing a distributor strategy.
• Define and develop relevant distributor segmentation and allocate tailored service packages.
• Analyse data to identify opportunities, communicate to Operational Team and measure success.
• Analyse "Salesforce" data to identify opportunities, provide direction to the Operations team and measure success.
• Develop and oversee the implementation of MWOW (McCain Ways of Winning) in IO’s being Joint Business Plans, Quarterly Business reviews.
• Assess, train and coach Area Sales Managers.

Manage and Maintain Forecast for Specified Region;

• Regional FS Sales Forecasts by month, quarter and yearly.
• Implement Scorecard across team, manage and review weekly – weekly feedback to Commercial Exec.
• Report on progress against targets and forecasts.

Develop Relationships with Key Customers at Senior Level;

• Implement weekly, monthly, and quarterly visits to key customers at regional level.
• Plan and implement customer, relationship, retention and development strategies.
• Compile and present quarterly business reviews with all Distributors assigned to the Region.
• Compile and present yearly and negotiate trading agreements if required.
• If necessary, do realignment for them to achieve joint business plan.

Implement Pubs & Bars, IO and Distributor Strategies in Region;

Participate in Setting of Strategic Objectives;

• Monitor and measure alignment through accurate reporting on objectives set out in the joint business plans per customer.
• Work closely with customer marketing in defining Quarterly Focus Strategies in line with MWOW principles.
• Monitor and report on SalesForce Implementation.
• Monitor and report on each plan against Gross Profit, Nett Sales Value and Volume achieved.

EDUCATIONAL & EXPERIENCE REQUIREMENTS:

• Degree in the Commercial Field.
• Grade 12 or equivalent.
• Five years Food Service sales experience in an FMCG environment with 3 – 5 years management experience.

PERSON SPECIFICATIONS

• Business Insight: Applying knowledge of business and the marketplace 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.
• 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.
• Collaborates: Building Partnerships and working collaboratively with others to meet shared objectives.
• 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.
• 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.
• Customer negotiations skills.
• Drive for results.
• P&L responsibility.
• Managing conflict.

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PURPOSE OF THE JOB:

To assume responsibility for selling McCain Food Service products into assigned channel / geographic area.  Actively developing, growing and improving volume sales and profitability of existing channel partners, whilst aggressively looking for new accounts to profitably grow the business base.

KEY PERFORMANCE AREAS:

Revenue Management;

• Achieve sales volume, profitability and margin goals for the assigned area.
• Present and sell company products and services to current customers – maximizing both volume and profit opportunities including the development and implement of ad-hoc sales incentives. ( built on achievement of targets).

Customer Optimization;

• Implement sales strategies for existing and new customers.
• Present new products / service offerings to customers to elicit trials and sampling opportunities.
• Actively look for potential new clients.
• Identify sales prospect and contact these and other accounts as assigned.
• Follow up new leads and referrals.
• Prepare action plans and schedules to identify specific targets and to project number of contacts to be made.
• Establish , maintain and grow current and potential client relationships.

Delight Customers & Strategic Partnerships;

• Maintain customer  and operator relationships and contact.
• Ensure on-going networking and relationship building by maximizing customer contact.
• Participate in marketing events such as seminars, trade shows, open days, sampling opportunities  and customer sales meetings.

Sales Analysis and Reporting;

• Conduct on-going needs analyses with existing and potential customers.
• Prepare a variety of status reports, including McCain and competitive activity and market intelligence, follow-up, and adherence to objectives (on a monthly / quarterly basis).
• Prepare presentations and sales proposals (menu suggestions/value sales proposition  – “McCain Ways of Winning".
• Communicate new product and service opportunities, special developments, information or feedback gathered through field activity to the Area Sales Manager.

Implement quality controls and respond to and manage customer complaints;

• Respond to complaints or quality problems encountered by visiting the specific customer.
• Assess the problem and diagnose root cause.
• Collect any items which may require further investigation.
• Complete McCain customer complaint forms and provide feedback to the Customer. Services team and Key Accounts Manager.
• Liaise with the McCain factory QA team and advise on any quality issues which have been encountered within restaurants.
• Ensure feedback and response to problems encountered.

Administration;

• Manage and maintain usage of new sales materials.
• Manage general administration.
• Prepare paperwork (deal management paperwork) accurately  and timeously to ensure customer deals are loaded correctly into McCain systems (SAP/EDW).

EDUCATION & EXPERIENCE REQUIREMENTS:

• Diploma in Sales & Marketing (Degree in the related field will be an added advantage)
• Matric or equivalent.
• Minimum 3 years Sales / Sales representative experience.
• Food Service experience advantageous.
• Viable and current contacts within the Food Service channels.
• Proven track record of increasing market share and sales targets.
• Proven experience in conducting cold calls to develop new business. 
• Valid driver’s license.

PERSON SPECIFICATIONS:

• Cultivates Innovation: creating better ways for the organization to be successful.
• 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.
• Action Orientated: Taking on new opportunities and tough challenges with a sense of urgency, high levels of energy and enthusiasm.
• Drive Results: Consistently drive results even under tough circumstances.
• Plans & Aligns.
• Ensures accountability: Holding self and others accountable to meet commitments.
• Collaborates: Building Partnerships and working collaboratively with others to meet shared objectives.
• Interpersonal Savvy: Relating openly and comfortably with diverse groups of people
• Builds Networks: Effectively building formal and informal relationship networks inside and outside the organization.
• Communicates Effectively: Developing and delivering multimode communications that convey a clear understanding of the unique needs of different audiences.
• Persuades: Using Compelling arguments to gain support and commitment of others.
• Courage: Stepping up to address difficult issues, saying what needs to be said.
• Being resilient: Rebound from setbacks and adversity when facing difficult situations.
• Demonstrates self-awareness.
• Self-development.
• Situational adaptability: Adapting approach and demeanor to match shifting demands of different situations.