Major/Key Accountabilities

National Strategy Development


National/global account coordination
Implement and drive key account joint business plans to achieve annual revenue objectives within respective growth and value categories
Developing, selling, implementing, and evaluating business plans to meet or exceed financial goals
Collaborating with multi-functional teams (Marketing, Finance, Logistics, Operations, among others) to develop strategies and plans
Responsible for annual SLA’s
Own, lead and participate in the identification of new business projects and opportunities within the National Key Accounts level.
Negotiate at the head office level to drive sales strategy and growth opportunities through commercial negotiations with key accounts
Establish sustainable long-term customer relationships and partnerships
Create and exploit collaborative relationships utilizing CHEP Joint Value Creation and Extended Services Teams
Complete and reinforce all Zero Harm policies
Drive rate negotiations in partnership with the commercial manager
Biannual top to top reviews with key customers (high level engagement)
To develop productive working relationships with key contacts at all accounts within the national group
To establish clear, measurable, and attainable goals for each account within the group and conduct regular evaluations/business reviews to ensure objectives are being achieved
Facilitate collaboration workshops with key customers to drive a joint strategy for the year, driven through the account plan (comprising cost avoidance, growth and savings initiatives)


Position Purpose


Annual revenue budget
Revenue management and profitability growth
Cash improvement targets of responsible account (s)
Customer specific JBP plans
National Sales Strategy
Asset productivity
Customer Satisfaction – NPS – Target of top quartile
Employee satisfaction – Glint – Target of top quartile


Scope


Responsible for the Sales, Customer Experience, and Joint Value Creation Strategy
Annual Revenue Budget: R900m, across Manufacturers and Distributors affiliation’s


Authority/ Decision Making


In line with internal authority levels
Customer authority: customer proposals and pricing within agreed department parameters


Challenges


High profile/ focus role.
Dynamic and demanding market and customer environment- increasing competitor activity and potential new entrants.
Large market share of the South African business in current FMCG sector makes core business growth difficult.
Changes in customer’s organisations leading to customer decisions being managed by central procurement teams rather than our day to day contacts/decision makers.
CHEP’s service offer now being seen as a commodity rather than an added value service proposition.
The increase of automation in Manufacturer plants and Retailer DCs and the impact that may have on our current product quality offer.
Change in mind-set and culture within teams, aligning our employees to our vision and strategy.


Qualifications


Preferred degree qualified in a commercial or sales related area
Essential Bachelor’s degree in commercial or business or related field of comparable experience
Desired post graduate qualification


Experience

5+ years’ experience within:


FMCG sales and account management
Solution and strategic selling and/ or Logistics/ Supply Chain
People management