OVERALL RESPONSIBILITY
- To build the regional HORECA department sales quickly and profitably through the achievement of agreed annual sales objectives, by the systematic expansion of Company’s product portfolio and increase in product penetration and usage frequency wit h existing and new customers. Strong leadership, high level planning and effective customer management skills, as well as a focussed program of training and development, are essential to achieve the expected business success
RELATIONSHIPS
- Reports directly to and communicate with Managing Director on all pertinent sales, distribution, product portfolio and receivables matters affecting its operations and customer service.
- Provide managerial assistance to Managing Director
- Performs cross function activities by collaborating and communicating with marketing, finance,HR and logistics departments as well as other business unit managers.
- Interacts and liaises with persons / individuals outside the Company such as customers, distributors and Brand-owners as required.
- Builds a wide and meaningful network of industry contacts for the benefit of the overall business.
KEY DUTIES & RESPONSIBILITIES
- Will be accountable for overall planning, budgeting and achievement of the yearly Horeca regional sales, product portfolio and distribution expansion plan with priorities given to key brands,customer channels and cities.
- Achieve targeted distribution and availability of products and extend nationwide geographical reach to grow the business. Lead through the timely evaluation and recruitment of sub-distributors and stockists as and when necessary.
- Ownership of building a complete and robust organisational structure; including: a system of recruitment and retention at least as good as our industry pear group so that business growth objectives can be realised.
- To train and coach existing and new managers, supervisors and other staff through regular meetings, field accompaniment and development of basic training systems.
- Ensure that all sales teams are regularly conducting proper client surveys to check out changes in product needs, competitive activity and satisfaction with Company’s offerings and level of service.
- Recruit and lead a competent sales & marketing support team, customer service team and a chef(s) to as required by a professional Food supplier to the Horeca industry
- Establish and develop strong key account and distributor management capabilities and maintain regular top-to-top business relationships to attain a competitive advantage.
- Effectively research and project manage agreed new product launches in a timely and cost effective manner.
- Ensure that Receivables remain at current via monthly reviews.
- Control all operational expenses through detailed budgeting and monthly review of performance.
- Establish credit control procedures to check abuses within and without.
- Set quarterly and yearly job performance objectives and to appraise your subordinates to upgrade performances and productivity.
- Conduct weekly /monthly sales meetings and report monthly performances vs. objectives and potential risks in achieving budget and other objectives
- Ensure that administration work and weekly /monthly reporting is carried out by your team and yourself to deadline and to Company's standard.
- To develop and improve your own managerial skills to meet new challenges and expectations
- Attend relevant Industry events and enhance the company’s standing and reputation both internally and externally and promote the same approach throughout the organisation.
- Perform any other type of sales management activities as directed by senior management.
REQUIREMENTS
- Minimum 10 years in a sales & marketing management position in a reputable Food Service/Horeca company and high level knowledge of Food & Beverage in general.
- Strong ‘hands-on’ people management, team building, leadership and coaching skills
- Demonstrate a strong track-record in sourcing, managing and growing relevant multi -category Food service products from around the world. Other
- High level selling, and negotiation skills
- Ability to build very positive and close client working relationships
- Team builder /player and collaborator
- Good verbal and written communication and reporting skills
- Excellent planning and execution skills
- Self-motivator, flexible and able to work at pace
- Work with positive spirit and discipline at all times
- A deal maker
- Ability to develop and introduce the fundamental sales work processes and procedures required in the selling to ‘Horeca’ industry
- Great recruiter and retainer of quality people – be a role model.
PREFERRED
- Management experience in Asia or other emerging market
- Managing change / be a positive change agent
QUALIFICATIONS
- Bachelor degree calibre
- Marketing / Business Management qualification preferred