Qualifications & Experience Required:

• A Relevant Tertiary Qualification in the Commercial Field
• 5-7 years Work Experience in Sales preferable in an FMCG Environment.
• Proven work experience in handling key accounts/ clients.
• Computer Skills/Literacy
• A Valid Driver’s Licence.

Context/Scope:

Tongaat Hulett has a proud 133-year history and a strong socio-economic legacy in KwaZulu-Natal province, in South Africa, and into sub-Saharan Africa. Technical operations include the following: -

• Four Sugar Manufacturing mills situated on along the North coast of Kwa Zulu Natal stretching from Tongaat through to Empangeni.

• A sugar Refining operation based in South Coast Road Durban

• An animal feeds manufacturing plant situated in Tongaat alongside the Maidstone Sugar Mill.

• A technical operations support comprising technical specialist who provide high level support to the operations both in South Africa and foreign operations.

The company’s current priority is to improve the overall business performance in the medium to longer term and our objectives are to operate strategically, sustainably, efficiently and profitably. Tongaat Hulett’s focus is on re-energising assets that will be cash-generative and exploring new customer segments. Going forward the company is focussed on leveraging our value chain, and creating a platform for long-term growth, while maintaining strong relationships with our key stakeholders. The role of Key Account Manager is the lead point of all contact for all key clients’ matters. The incumbent will ensure that all clients’ deadlines are met and help both client and company to succeed. The Key Account Manager will also bring in new business from existing clients or contracts and will develop new relationships with potential clients.

Dimensions:

a) Financial:

Provide sales proposals to management to obtain mandate for contract renewal negotiations for allocated Key Account Customers or Client Accurately forecast annual, quarterly and monthly revenue streams. Balance Company objectives and customer requirements.

b) Market Complexity:

Operating across six countries, SA manufacturing is impacted by socio-political environments, Sugar exports, Global developments, shifting landscapes and local competitiveness. A strong focus is to improve the overall South African performance in the medium to longer term, operate strategically, increase sustainability, efficiency, and revenue and stakeholder engagements.
The Key Account Manager oversees and intervenes to address issues impacting on Retail customer relationships, negotiating, agreeing and closing sales agreements and contracts and, identifying with opportunities to grow revenue, market share and profitability within the South African Retail channel.

c) Leadership:

Develop and maintain business relationships with current and prospective customers in the assigned market segment.
Engage on product related issues, provide solutions and or approaches to address challenges and opportunities.

Purpose of Role:

The incumbent will take overall responsibility in creating and developing ongoing business relationships with Key Sales Accounts or to represent the entire range of products and services to assigned territory, while leading the customer account planning cycle and ensuring assigned customer’s needs and expectations are met by the Company. 

Top Accountabilities:

ACHIEVEMENT OF TARGET SALES VOLUMES AND MAXIMISATION OF MARGINGS WITHIN THE ASSIGNED ACCOUNT

• National Sales Planning for the allocated key accounts/clients

• Analyse the markets potential and determine potential sales volume for customers.

• Ensure the sales and profitability of the account.

• Accurately forecast annual, quarterly and monthly revenue streams.

• Balance company objectives and customer requirements.

• Developing field action plans based on the key performance indicators and priorities.

• Contributing to the operational budget through indications and estimation of provisions that need to be accommodated to enable the key client to achieve and or improve performance       levels.

• Identifying with constraints, challenges and opportunities to improve market presence with key clients within at a national level and recommending or executing reviews to agreements,     plans and objectives.

• Generate reports that analyse competition and customers and product performance in the market.

• Collaborate with internal stakeholders to identify and develop solutions to enhance customer relationship in a cost-effective way.

DEMAND ANALYSIS

• Review actual sales against estimated demands with a view to identifying customer activity trends.

• Comparing variances and making a determination on the need to revisit the client services focus and plans based on investigational outcomes in relation to the specific client.

• Preparing responses to correspondence from key clients on service levels, quality, product specification and pricing.

• Interpreting, consolidating and compiling statistical data to represent national sales activity for the key client.

SUSTAINING / IMPROVING MARKET PRESENCE

• Maintain customer satisfaction by providing problem solving resources

• Evaluating the activities of the competitor of the competitor in the market and identifying areas in the Marketing and Sales action plans that can be reviewed to improve market                presence.

• Conducting client visit with a view to assessing key factors that can contribute to improving client relationships and service standards.

• Handle complex and escalated customer service issues.

• Monitor sales data and account performance e.g. follow up on overdue accounts.

PEOPLE ENGAGEMENT, MANAGEMENT AND DEVELOPMENT

• Plan and organise personal sales strategy by maximizing the return on time investment for the territory/ segment.

• Develop standards procedures and policies to better serve customers.

• Communicate and work with the internal sales team to assist them in understanding the market and contractual obligations.

• Monitors conduct, performance and implements corrective measures to align behaviours and activities.

• Participate in the recruitment process to enable proper identification and appointment of key skills to specific roles within the department.

• Identifying training needs and proposing specific training interventions to improve skills and capabilities, Performance Management systems applications, conducting performance review     sessions with the supervisory team.

• Take action to improve engagement and employee relations.

• Apply the disciplinary process through to initiating and chairing enquires.

• Comply with THS policies and procedures and legislative requirements.

• Interact positively with employees in the workplace and build a positive culture with open and constructive communication and teamwork.

Contact information

Sonto Ngcobo