National Commercial Manager - Cape Winelands
RFG Foods
Responsible for the solution and implementation of route-to-market for a basket of pie and pastry products. Looking after the value chain from factory to shelf – full commercial function to maximize revenue and profit via various sales channels. Maintain, develop and grow current business in assigned area and establish new business on current and new products. Manage costs to achieve profit targets, manage internal and external service level expectations, and be integrally involved in business development. Working with various functional structures with overall strategies and execution of various projects. Also involved with sales target setting and forecast management, as well as relationship management with all stakeholders including supply chain management, sales and marketing strategy management and financial budget, forecast and report management. 1. Sales Achievement, Sales Planning and Forecasting Growth of Sales Formulation and implementation of sales strategy per region to achieve and exceed sales targets. Understand and optimize the correct product mix per region to achieve contribution targets. Formulate and implement price strategy per product per region in line with business and brand objectives. Manage and track sales plan implementation. Develop new sales channels on both offline and online platforms for current and new business. Manage promotional activities and new innovations on factory brand. Monitor and report competitor activity per region and monitor market share on Rhodes Food Group (RFG) products. 2. Financial Perspective Strategize with team to achieve GP and contribution margins and check margins monthly. Manage sales and distribution costs and keep within budget (distribution cost, trading terms). Negotiate fixed route-to-market costs with distributors and retailer distribution centers and continuously monitor variable costs. Manage working capital costs (finished stock levels at in-house consolidated warehouses as well as secondary distributors). Manage reverse logistics costs, stock claims and customer claims. 3. Customer / Partner (Distributor) Perspective Work with Key Accounts Managers on customer needs – manage and grow current basket, launch new products to improve and build categories with some involvement from a strategic and planning perspective. Work with various partners and distributors to integrate our and their businesses and tailor for the needs of specific geographic areas (product ranging, managing working capital and build sustainable business). Manage service levels of distributors and customers. Implementing as best as possible, with data and information available, measurable service level percentages and goals and weekly monitoring performance. Cultivate relationships with customers and agents. 4. People perspective Participate in streamline operational execution of Sales Reps to make them more productive (sales tools, integration with partners, in-house communication and information flow to them). Work closely with Regional Sales Managers daily/weekly by assisting and arming them with the necessary tools and information to execute better and grow their business/meet targets. Set-up automated reports, customized information when required. Guide and mentor Regional Sales Managers and Commercial Administration Clerks to improve their capabilities and become more entrenched with RFG organization. Effective management of sales team consisting of 40 employees/staff. 5. Internal Business Process Perspective Collaborate with Financial Managers on price maintenance in distributors. Make sure it's aligned with customer pricing and limit claims and order rejections. Work with Financial Managers on reporting and margin analysis, sales and distribution costs and trading terms. Collaborate with Business Intelligence Manager to ensure accurate data maintenance for sales reporting and on product listings in distributors and customers. Collaborate with other areas such as marketing on general ideas, brainstorming, feedback from trade, promo material execution and distribution and with new product development team on ongoing projects with regards to current and new product ranges, as well as factory quality control teams in product tracing and reverse logistics. Collaborate with Business Analyst in sales reporting, costings, etc. 6. Supply Chain Stock Management (where applicable) Collaborate with factories on forecasts and production planning and with in-house logistics teams on finished goods stock levels, customer order management and delivery timelines and finding solutions to managing and mitigating risk stock. Compile production plants' data for plants to maximize profitability. 7. People Management (where applicable) Deploy people management processes – workforce planning, recruitment and selection, learning and development, performance management, career and succession planning and employee relations etc. effectively, in line with organisational policies, procedures and prevailing improvement initiatives. Manage the working environment and ensure it contributes to improving staff morale and increasing productivity. Our ideal candidate must have: Bachelor's degree Minimum of 5 - 8 years' experience in sales at regional or national level. Ability to integrate with all levels of Management. Preference will be given to individuals with a trading background.
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