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McCain It’s All Goodâ„¢ is our philosophy. As a food manufacturer, our business is driven by good people, making good food, from good ingredients - and the result is food that makes people feel good. But McCain It's all good â„¢ is not just about the food we make, it's about how we conduct ourselves in every aspect of ...
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.
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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.