Job Description

Duties and Responsibilities:

Achieve growth and hit sales budgets/targets by successfully managing sales team by meeting the planned sales goals on revenue and expense controls.

Responsible for delivering revenue growth of 20% year on year by designing a strategic business plan that expands Java/Foodscape’s customer base and ensure its strong presence in the trading sector

Develops yearly Foodscape revenue growth strategy for existing categories, citing revenue stream, forecasts and budgets.

Build and promote strong, long-lasting customer relationships through various partnership and maintaining close contact with major accounts through calls, visits to establish their needs/concerns/business growth opportunities and ways to strengthen commercial relationship.

Benchmarks with existing and upcoming competitors, strategizes & innovates the Foodscape offering accordingly, by collating local and international customer’s expectations.

Work collaboratively across teams - including Manufacturing, Product Development, Finance and Marketing.

Participates in formulating pricing policies and performs cost-benefit analysis for the existing and prospects before on-boarding.

Protects business cash flow by ensuring that payment terms are fully agreed, adhered included in the sales contracts and/or customer accounts onboarding form.

Fully aware of the governance policies regarding the sphere of engagement, and acts at all times within that framework whilst monitoring the sales staff for the same matter.

Ensuring the adequacy of sales-related equipment or material.

Listen to customers and consumers for points of brand and company improvement

Land and expand: build process and funnel for manual top-down reach out, onboarding, activation, and expansion.

Evangelize the product and personally help close largest deals.

Key Accountabilities

Measured by

% of role

Sales Budgeting & Forecasting

Retail revenues growth of 20% year on year

Minimum acceptable level - 90%

Customer Base growth through retention & New Listings

Ensuring that service delivery performance is adequately tracked and in line with or exceeds customer expectations, that any contract negotiations support a successful outcome and by maintaining satisfactory relationships with the customer managing new listings

Not less than 90% YOY

Supports revenue collection

Closely monitors overdue payment collections (Monitor overdue payments and manage collections to ensure losses due to bad debts do not exceed 5% of annualized retail revenue. )

Must Achieve the due debts collection target of 85%

.

Horeca Penetration

Provide monthly reports on HORECA sales performance, highlighting account acquisition, retention, and revenue growth against targets

Achieve 25% of total sales revenue from the HORECA segment by the end of the year.

Manages Majors accounts. (Customer Acquisition Cost)

Ensures the key accounts bringing good percentage of revenue are well taken care of whilst exploring growth opportunities (Ensure that the cost to acquire new customers remains sustainable and efficient)

Acquire 20 new customers each quarter, contributing at least 10% of total sales revenue in the first year of acquisition.

Core COMPETENCIES

Skills

Commercial experience in a wide range of food category

Developing and managing high-value customer relationships

Portfolio management

Account and activity planning

Presentation

Time management

Strong sales and territory management skills.

Self-motivation and an ambitious nature.

Advanced interpersonal skills

Highly developed written and verbal communication skills.

Knowledge & Qualifications

Business-related degree or equivalent

Experience in account portfolio management

Strong sales and account planning skills

Established network within the café and broader industry

Proven ability to achieve sales and volume targets

Experience

Minimum 5 years’ experience in a similar role

Proven success in high-value client acquisition and exceeding sales targets

Strong track record in relationship management

Proficiency with Customer Relationship Management (CRM) systems

Experience developing viable account and activity plans

FMCG experience is an added advantage

Wisdom

Uses discernment and interpersonal skills to establish other’s needs, concerns, feelings, expectations and motivations

Valuing

Delivering a customer experience that exceeds expectations

Thrive within a diverse workplace

Love of coffee and coffee culture

Team player with a positive attitude.

Actively demonstrate the following behaviors; consultative, collaborative, analytical, pro-active, change-oriented, and structured, with the ability to be flexible when required.

Other

Driver’s license

Passport

• Achieve growth and hit sales budgets/targets by successfully managing sales team by meeting the planned sales goals on revenue and expense controls.
• Responsible for delivering revenue growth of 20% year on year by designing a strategic business plan that expands Java/Foodscape’s customer base and ensure its strong presence in the trading sector
• Develops yearly Foodscape revenue growth strategy for existing categories, citing revenue stream, forecasts and budgets.
• Build and promote strong, long-lasting customer relationships through various partnership and maintaining close contact with major accounts through calls, visits to establish their needs/concerns/business growth opportunities and ways to strengthen commercial relationship.
• Benchmarks with existing and upcoming competitors, strategizes & innovates the Foodscape offering accordingly, by collating local and international customer’s expectations.
• Work collaboratively across teams - including Manufacturing, Product Development, Finance and Marketing.
• Participates in formulating pricing policies and performs cost-benefit analysis for the existing and prospects before on-boarding.
• Protects business cash flow by ensuring that payment terms are fully agreed, adhered included in the sales contracts and/or customer accounts onboarding form.
• Fully aware of the governance policies regarding the sphere of engagement, and acts at all times within that framework whilst monitoring the sales staff for the same matter.
• Ensuring the adequacy of sales-related equipment or material.
• Listen to customers and consumers for points of brand and company improvement
• Land and expand: build process and funnel for manual top-down reach out, onboarding, activation, and expansion.
• Evangelize the product and personally help close largest deals.

• Commercial experience in a wide range of food category
• Developing and managing high-value customer relationships
• Portfolio management
• Account and activity planning
• Presentation
• Time management
• Strong sales and territory management skills.
• Self-motivation and an ambitious nature.
• Advanced interpersonal skills
• Highly developed written and verbal communication skills.

• Business-related degree or equivalent
• Experience in account portfolio management
• Strong sales and account planning skills
• Established network within the café and broader industry
• Proven ability to achieve sales and volume targets