National Customer Solutions Manager at Kuehne + Nagel

Job Grade: Manager

Department/Function: Export

Reporting to: The Chief Operations Officer

Place of Work: 9-11 Markets In East Africa

Direct Reports: None

Position Description:

Reporting to the BIDCORO COO, the Export Manager Trading Markets is ultimately responsible for all Export Sales, Distribution & profitability within the defined export markets in BIDCORO.

A Trading Market is a market where we are selling to (10 to 12, 20 f. containers per year) and not investing in a lot. The aim is to make/grow a trading market to become a “Core” Export market (+ 60 containers per year)

The Export Manager Trading Markets is responsible for all development, planning and execution of all sales, marketing, trade marketing & distribution strategies/budgets and plans within all relevant export Trading markets for BIDCORO.

In this role, what would success look like:

A successful person would within 3 to 5 months have established 4 to 6 running trade markets with successful partners in each market. He/She would have demonstrated a high self-discipline and big drive / energy to win every month. He/She have demonstrated strong capabilities in working together with the BIDCORO Export Support team and that He/She can use our processes & structures to win in each market in a professional & profitable way.

Position's Strategic Purpose:

• To find & stabilize new Export Markets for BIDCORO in a profitable way.
• To grow & maintain growth of Sales Volumes, Gross Profit and price & pack in all relevant Trading Markets.
• To manage and grow the full beverage portfolio in line with the overall commercial strategy for BIDCORO in all active export markets
• To review Sales & Market execution performance and take prompt actions to improve/maximize performance
• To develop and execute Export Trading plans in line with the overall strategy for BIDCORO in Africa
• To be build and maintain a strong relationship to all relevant trading markets
• To build trading markets to become Core Export markets for BIDCORO

Key Responsibilities:

The Export Manager Trading Markets will be responsible for:

Sales

• Find / “Hunt” , build & sell to all relevant Export markets within East Africa.
• Build & maintain a good and strong relationship to relevant export trading markets.
• Build & maintain a market data / insight “fact book” for each trading market.
• Develop and implement the overall export strategy for BIDCORO in East Africa, in line with the overall BIDCORO / CORO regional strategy.
• Develop and manage sales mix & Gross Profit in line with the overall Export strategy.
• Setup relevant distribution targets together with marketing per brand/SKU and secure the right market execution to achieve the targets

Trading Distributor & WS Management

• In relevant export markets, develop and implement a yearly Distributor & WS strategy including a loyalty program with offspring in a WIN/WIN/WIN mindset.
• Track Distributor & WS performance on a daily, weekly, and monthly base.
• Drive and manage monthly review meetings with each Trade Market

Prerequisites - Experience

The successful candidate for the position MUST have obtained the following experience:

• Minimum 8 years’ experience in Export of FMCG products within East Africa.
• Have worked with “trading” sales within East Africa and built & maintained a successful relationship in markets / with distributors within East Africa.
• Have worked with brands and in companies that are based on brands.
• Is used to working in an international team with focus on performances and respect for each other.

Skills | Qualification | Education

•  Highly motivated of selling, building new relationships and hitting targets
• Ability to independently build and run the daily work.
• Building constructive relationships with external partners and stakeholders.
• Strong verbal and communication skills. 

Additional Personal Competences  

In addition to the specific work experience and skills, the candidate should have the personal qualities listed below:

• Selling is the key personal driver. Can sell via Phone, Teams / Skype and face to face as well.
• Sets high standards of performance for him/herself.
• Gets things done on time and without compromising quality.
• Is collaborative in his/her approach to their team, peers, and others.
• Possesses a high-energy level and a passion for making a difference.
• Maintains a high standard of ethics, both professionally and personally.
• Is fair, reliable, and trustworthy.
• Can work & win in many different cultures