Business to Business - Business Development Manager

An international FMCG concern in Midrand is seeking a self-driven and motivated individual who will be responsible for the following:

Purpose:
To increase Built In products sales, market share and ensure achievement of consistent, profitable growth in sales revenue through positive planning, achieving monthly/ quarterly/ annual targets in line with company objectives. Cross business unit sales in conjunction with other business units.

Required Experience:
- 10+ years sales experience within the same industry
- Sales and Marketing experience
- MS Office Suite (Intermediate)
- Possession of a reliable vehicle and a valid driver’s license

Required Competencies:
- Requirement to meet deadlines and set goals
- Persistence and results orientated
- Very good oral and written communication skills
- Ability to function under pressure
- Administration skills and creativeness
- Operator / Distributor and Retail knowledge
- Buying function knowledge
- Good Customer liaison
- Interpersonal skills
- Strong understanding of consumer buying behavior.
- Negotiation skills to get support from retail managers for sales promotions and best displays.
- Honesty, integrity and ethical conduct at all times
- Willingness and ability to travel nationally and internationally when required

Travel Requirements:
- Daily travel around Johannesburg and Pretoria. Travel to regions such as Durban and Cape Town as well as neighboring countries in Southern Africa Region

Key responsibilities for this position include, but are not limited to:
Built In Product Strategy/Plan:
- Develop and implement the Built In product strategy and business plans for the allocated specific products
- Business development and Pre-Sales - Engaging new enterprise customers and finding new business opportunities
- Developing new solution packages and new business models with partners
- Consultative sales and Value-based selling: Providing right solutions packages and making a proposal with an in-depth understanding of customer’s business, needs and usages.
- Ensure alignment with the overall business strategy to support company objectives
- Understand partner needs, identify market opportunity, define the vision, and deliver
- Strategize and plan around the product promotion based on the accurate understanding of customer needs, market trends and competitor activities
- Responsible for each allocated product’s life cycle management including the product launch plan and actual launch as well as sustaining the existing products

In-Depth Product / Brand Knowledge:
- Growth of Built In products market share
- Market penetration
- Indicate to Product Directors on Stock Status per Channel
- Motivation/Product Knowledge
- Develop promotional campaigns in line with specific channels and products
- Market share knowledge and customer needs analysis to increase revenue

Accurate Forecasting:
- Forecasting by channel
- Ensure enough stock of right staff to avoid LTI

Budget Controls:
- Ensure delivery of return on investment and building of brand sustainability
- Ensure account meets its income targets
- Effectively solve problems and manage risk to ensure achievement of targets
- Performance vs. budget by unit and Rand Value
- Accounts analysis by Channel including sell out management to establish profit

Market Share:
- Knowledge of buying potential by Channel
- Catalogue Requirements
- Incentive Programs
- Market survey and understanding
- Merchandising Understanding

Strong Customer Relationships:
- Managing the relationship between Company and the customer is a big responsibility
- Treat your customers as partners and challenge them to grow their business with your brands
- Relationship Building with Key Account Executive, Networks, Key Contacts and Partners
- Ensure customer needs are established and reviewed
- Dealer/Retailer presentations
- Provide solutions to management when faced with challenges
- To liaise with corporate contacts, build and develop relationships
- To assist with the preparation of contractual agreements and ensure that these are fully adhered to
- Develop a unique way to grow the business with your customers

Reports:
- Compile management reports weekly
- To prepare presentations, proposals, plans, contact reports as necessary
- Progress report on forecast accuracy and inventory plans against set targets