Jobs at Farmers Choice Limited

ABOUT THE ROLE:

Developing and implementing export strategies according to company’s goals and objectives with the aim of accelerating volume growth and achieving  business targets. Challenge commercial and financial aspects of the business to drive and improve export performance. This involves analysis, interpretation  and reporting of results including identifying opportunities and applying international relations to ensure timely and robust decision making.

KEY RESPONSIBILITIES

Qualifications & Experience 

• Manage company product portfolio in the export region aiming to grow the business both in existing and new markets.
• Design, develop and implement sales strategies, which place the company as the supplier of choice in the export markets while tracking and reporting  on performance
• Formulate and implement penetration strategies to grow sales in the export market.
• Hands on management of the Distributors, setting their quarterly targets then assisting them to achieve the same together with the company sales  representative in the different markets.
• Participate in the development and implementation of distributor strategies aimed at increasing volume sales.
• Listing the full range of company’s products with distribution partners across the export markets.
• Recruit train and mentor field sales managers & executives in the different markets while providing oversight.
• Effective cost management of the sales staff in the region & the distributor’s route to market models to enhance efficiency.
• Gather market intelligence on best logistics solutions for the distributors to ensure products are competitive in the market.
• Carry out regular trade visits in the respective market with an aim of achieving set quarterly targets.
• Analyze all market intelligence reports and identify all new opportunities to expand business and maintain an efficient portfolio for the same.
• Maintain a marketing plan for the respective markets throughout the year and manage execution to maximize Sales & Brand Equity. 
• Evaluate the economic environment as well as consumer trends in the various export markets in order to determine opportunities.
• Evaluate various consumer needs in respective markets and work together with production team in product development to suit their needs. 
• Provide quotations and follow-up of range of products with all perspective clients and distributors with focus on winning business.
• Uncovering new opportunities and customers whilst maintaining relationship with the existing customer & consumer base.
• Provide periodic reports for the respective countries in line with company procedures and guidelines to the management.
• Bachelor’s degree in business, international business or marketing. 
• 5 years plus proven export sales experience in manufacturing
• Demonstrable experience developing and executing sales plans built on targeted strategies.
• Excellent communication and presentation skills
• Experience in project management.
• Strong knowledge of export and customs legislation
• Strong analytical skills and ability to analyze economic environments and business opportunities in a systematic and detailed manner

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POSITION OVERVIEW:

Managing and developing the business at a strategic level with key modern trade customers to develop brands and optimize profitability. He/She will ensure  the successful implementation of Joint Business Plans and promotional activities at an operational level. Develop and effectively implement channel strategies  while maximizing overall profitability. 

KEY DUTIES

PERSONAL SPECIFICATION

• Develop strategic sales plans and on shelf availability channel strategy for Key Accounts geared to achieve defined business objectives across  all product categories.
• Set clear targets and strategies for accomplishment of the top line and bottom line KPIs for modern trade business.
• Developing, administering and successful executing Annual Business Plan (account activity grids / joint business plan) forecasted on the 
• Budget goals for the channel.
• Lead the development and execution of brand / category solutions and activities for Key accounts based on fully integrated, shopper and channel insights. 
• Monitor sell-out by customer/by brand/by salesman as well as market behaviours and competitor activities to ensure timely reactions.
• Ensure achievement of sell-out monthly targets. 
• Ensure continuous improvement in distribution, merchandising, call coverage while efficiently utilizing resources.
• Recruit effective sales teams responsible for executing sales and promotional campaigns that will drive growth.
• Provide training to the merchandisers and supporting them to ensure successful implementation of the accounts strategy countrywide.
• Conduct monthly and quarterly reviews with customers as well as the modern trade team.
• Negotiate and sign-off annual JBP’s with key customers.
• Developing and maintaining excellent partnership based relationships with clients.
• Communicating with all relevant stakeholders both internal and external to ensure that they are aware of the agreed business plans, 
• promotional cycles and work with them to ensure the successful implementation of these plans accordingly. 
• Manage in-store/digital promotions from the launch through to the successful implementation.
• Liaising with Trade Marketing as well as the Marketing team to ensure that activities are in line with company goals and approved budgets.
• Identification of SKU/Chain/Store opportunity through sell-out Data analysis.
• Track and measure KPI’s (Share of Shelf, Planogram, Sales Call, Merchandising in store, team efficiency) monthly while taking immediate corrective action.
• Bachelor’s Degree in Sales, Marketing, Business Administration or any related field.
• Must have a minimum of 8 years’ experience in Modern Trade Sales Management.
• Experience in the FMCG industry 
• Strong in customer management, program execution, merchandising and pricing strategy.
• Advanced Computer proficiency and analytical skills
• Advanced reporting and presentation skills