To manage the sales force strategically ensuring achievement of inland budget volumes and margins, customer service excellence and strong customer relationships.
Scope of the Role
- 50% of total external sales responsibility for Feed
- Sales management for the entire inbound region
- Relevant degree or diploma in Sales and Marketing, BSc Agriculture
- Minimum 5 years relevant experience with preferably 3 years in a management role.
Budgeting (Sales Operational Budget)
- Sets inland sales budget for feed including sales volumes and margins with a view to maximising profitability.
- Decides inland advertising and travelling (ta) budgets
- Manages the sales function in accordance with budgeted objectives, volumes, margins and customer service.
- Performs planned visits to current and potential clients with the Technical/Sales Advisor
- Controls discounts given to customers in conjunction with the National Manager (Marketing & Sales)
- Analyses deviation in customer purchases
- Establishes sales areas and decides which area should be concentrated on
- Controls depot and agent sales
- Arranges and conducts sales meetings
- Monitors volumes and margins by customer sales report
- Checks discounts ensuring they have been issued accurately
- Ensures benchmarking is done per species/customer on a monthly basis
- Ensures customer queries/claims received from Technical Advisors are resolved timeously
- Provides technical support/advice to customers
- Ensures that clientele are updated on the latest developments within the technical arena
- Ensures that proper communication between customers and the company is maintained
- Communicates with Sales Coordinators/ Orders Clerks regarding orders/delivery issues on a daily basis
- Ensures that carry - overs and late deliveries are managed effectively
- Prices
- Draws up a sales price list by taking into account the quarterly standard price list from the technical department
- Performs adjustments regarding price increases
- Manages margins
- Ensures cost effective transport is provided to external clientele
- Establishes size of animal feed market
- Identifies type of clientele and product requirements in the animal feed market
- Sets up own market share
- Determines competitor market share
- Monitors opposition in concurrence with sales reps
- Establishes demand for specific products
- Plans and assists in the formulation of new products and product launch
- Handles complaints regarding packing material
- Advises management regarding new packing materials
- Monitors credit control, debtor days and ensure timeous opening of accounts
- Ensures proper completion of all relevant documentation for new customers
- Makes sure representatives follow up on their customers monthly aged analysis and responds to problems
- Completes travel and expense claims
- Manages weekly work plan of Technical Sales Advisors
- Establishes and sets performance goals and standards
- Ensures that Technical Sales Advisor key performance areas are kept up to date
- Builds good customer relationships by attending shows and open days
- Arranges farmer days
- Integrated Management System (IMS)
- Takes responsibility for the total IMS and adherence to ISO 9001 and 22 000 standards and requirements
- Manages direct report on a daily basis to ensure that the team attains the KPIs
- Drive a culture of commitment to Key Performance Indicators (KPIs) by creating awareness and providing recognition for attainment of KPIs within the team
- Utilise regular communication channels and team meetings to promote continuous improvement and best practice
- Measures and deliver on KPIs in terms of procurement contracts and SLAs and motivate the team to surpass the standard to deliver overall functional strategic goals
- Participate in cross function team meetings to deliver on operational requirements and translate this into action items
- Ensure assistant accurately and regularly captures data onto the information system to enable access to reliable data and reporting for trend analysis and decision making
- Share relevant data with management teams to enable reliable business decision making
- Provide technical expertise and training to internal customers and colleagues
- Provide expertise in management team meetings and recommend solutions based on findings
- Manages documentation relative to Quality Assurance and Conformance
- Updates and maintains the Approved Supplier List
- Upkeeps the contract register and pricing database as well as the stores catalogue for the region
- Completes all necessary documentation relating to ISO 2200 and Supplier Assessment Towards Excellence
- Supports the audit documentation conducted by YUM
- Ensure that the team implement all legislative standards and action is taken where required prevent areas of non-compliance
- Measure and manage sustainability practices within area of responsibility
- Suggest amendments to policies and practices relating to packaging and raw material ingredients to the Group Procurement Manager
- Ensure that and documentation required within the Total Quality Management system, is maintained and applied consistently throughout the region
- Action any policy and procedure training required highlighted in the training needs analysis
- Manage costs to ensure the optimal utilisation of assets and budgets
- Report to manager on a regular basis on actual KPIs versus budget and work with team to address and areas of non conformance or concern proactively and timeously
- Authorises expenses within level of authority and monitor spending activity to ensure compliance to financial and ethical standards
- Implements and encourage cost management initiatives where these do not impact on long term business sustainability
North West
Limpopo
Published Date: 17 April 2025
Closing Date: 01 May 2025
