Website Tiger Brands
Tiger Brands is one of Africa’s largest listed manufacturers of fast-moving consumer goods (FMCG). Our core business is the manufacture, marketing and distribution of everyday branded food and beverages. Our iconic brands are well-known in South Africa, and our products cater for every meal and occasion. Our portfolio also includes leading brands in the home and personal care segments, and we have a growing presence in Africa. Our purpose is to nourish and nurture more lives every day. The Tiger Brands product range remain consumer favourites year-after-year including brands like Koo, Fattis and Monis, Jungle Oats, All Gold, Purity, Oros, Ingrams, Doom and Tastic Rice.
THE JOB AT A GLANCE
You are accountable for developing, implementing and managing a defined regional customer or portfolio of customers’ strategy that is aligned to the national customer strategy. You own the customer relationship and use it to maximise and capitalise on sales opportunities. In close collaboration with the Marketing, Customer and Operational teams, you need to achieve our growth targets by building and maintaining successful, commercial business relationships. You are dedicated towards improving our sales capability and creating a great place to work.
Responsibilities
WHAT YOU WILL DO
- Analyse market and customer information and use available data tools to develop a customer specific sales strategy which is translated into robust sales activities.
- Develop and manage a customer plan and defined customer activity grid for the channel / customer and communicate to all stakeholders.
- Work with Customer Marketing to develop a defined customer or portfolio of customers’ investment strategy to deliver the budgeted volumes.
- Develop a customer contact strategy and manage key customer relationships.
- Negotiate, track and evaluate spend ensuring activity compliance and ROI.
- Implement and manage customer initiatives in the commercialization of innovation projects.
- Negotiate defined customer or portfolio of customers’ listings & launch support with relevant buyers.
- Control and implement the account promotional grid & budgeted spend.
- Complete pre-& post evaluation of ROI of all account promotions to ensure maximum commercial effectiveness.
- Communicate pricing & promo activities internally and externally to all stakeholders.
- Implement and monitor co-ad spend in line with budget.
- Work with Regional Sales Managers to ensure coverage of most important stores (without overlap).
- Manage expenses and co-ad within agreed budget
What You Will Be Measured On
- Overall net sales target and volume
- Market share /forward share/ distribution
- Customer profitability
- POP effectiveness and pricing strategy
- Customer Satisfaction
- Effective cost containment
- People Development (% of team meeting targets)
Qualifications
WHAT YOU’LL BRING TO THE TABLE
Competencies
- Influencing Others – you are customer relationship obsessed. You align with customers by using a strategic and consultative sales process to understand customers’ needs and exceed their expectations while growing each customer’s and the Tiger Brands business.
- Owning It – you consistently demonstrate and proactively deliver a thorough understanding of category, competition and customer and you leverage networks to ‘make it happen’ for the customer.
- Driving Long Term Results – you are fixated on hitting targets and delivering service to your customers. You can see beyond one customer or one point in time.
- Developing Myself and Others – you find ways to grow and develop the sales capability of our teams.
- Staying a Step Ahead – you have a comprehensive understanding of innovations that will elevate our game with our customers.
Experience
- Over 3 years’ customer / key account / sales experience
- Experience managing customer accounts & relationships
- Finance sales experience (promotional budgets, trade budgets, revenue forecasting, etc.)
