Category Accounts Manager - Pick 'n Pay

Position Snapshot

Location: Bryanston

Company: Nestle

Qualification: Commercial Undergraduate Degree

Experience: A minimum of 3 years' experience in Field Sales, Account Management, Business Development

Closing Date: 16 August 2022

Position Summary

With a history spanning over 150 years, Nestlé didn't become the world's leading food and beverages brand by chance. Perfection is at the heart of what we do, and our people are always looking for the next big idea to cement our status. We are now looking for a Category Accounts Manager based in Bryanston.

In this role you will be responsible for developing and implementing annual customer plans that are aligned with the overall business and customer objectives & strategies, while achieving profitable sales objectives.

A day in the life of a Category Accounts Manager - Pick n Pay

Customer Planning and Management:

• Develops an understanding of the customer (organisation, strategy, business plans, cost structures, KPIs and key personnel).
• Develop and execute annual plans to achieve business and customer objectives by developing clear objectives and tactics that are aligned to the integrated commercial plan (ICP). Aligns the customer plan with relevant stakeholders internally and obtains needed functional support for executing it.
• Work cross functionally to identify, prioritise and develop commercial initiatives that meet the needs of the consumer, shopper, customer and Nestle. Ensure plans are informed through an understanding of Shopper, Channel and Customer strategy.
• Sets clear selling goals using SMART objectives for the selling agenda of any topic (e.g., category growth projects, pricing, promotion, placing initiatives, new product launches and in-store communication).
• With guidance from CBM, partner Joint Business planning with customers to develop and establish mutually agreed business objectives and plans with shared responsibility and lead the execution thereof.

Drive Sustainable Profitable growth:

• Understands and uses the different sales and profit levers (e.g., product mix, pricing, promotional strategy, customer mix and differentiation) to drive sustainable profitable growth for both Nestlé and the customer.
• Understands the impact of trade spend investments on sales and profitability and optimizes them utilising simulation scenarios and ROI analysis (e.g., Pre-Post promo evaluation).

Ensure compliance to Pricing strategies

• Ensure effective planning and management of trade spend to limit impacts on dispute management
• Manage Customer bad goods, overdues and daily sales outstanding
• Effectively negotiate trade activities that promotes sustainable agreements through the various sales and profit levers (product mix, space, customer mix and differentiation)
• Ensure effective planning and management of trade spend to limit impacts on dispute management
• Understand and manage the total value chain to create competitive gaps, and to eliminate waste and drive sustainable profitable growth for both Nestle and the customer.
• Understands all the facts available before entering into negotiations and questions and listens effectively to develop a comprehensive understanding of the other party's position.

Drive Excellence in Execution:

• Ensure alignment with CCSD and Field sales on the Execution of Annual customer plans.
• Create and effectively communicate actions for execution by defining clear ownership and deadlines for all involved - Picture of success and regular updates on the same.
• Ensure there are clear evaluation and follow-up plans before entering into execution.

Compliance:

• Adhere to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Teams, Safety and legal regulations.
• Ensure compliance to pricing strategies
• All the employees will strictly abide by the WHO and Local Code in the execution of their job in its letter and spirit. Employees are prohibited from making any direct contact with pregnant women and mothers of infants and young children in their business capacity.

What will make you successful

• Commercial Degree or equivalent
• At least 3 years in Field Sales, Account Management, Business Development.
• Experience in Sales or Marketing
• FMCG and/or Wholesale experience (in channel and category development), Key account management, CCSD, Sales Operations and marketing.
• Demonstrated success in previous roles
• Range of experiences supporting different parts of the business in order to develop broad business acumen

Closing date: 16 August 2022