Job Description

Ciro is South Africas premier coffee companyleading the out-of-home coffee industry with over 70 years of expertise in sourcing, roasting, blending, packaging, training, and distribution. Join our team to help shape the future of coffee in the hospitality sector.
Were seeking a proactive Business Development Manager who will be pivotal in driving growth and expansion within both existing and new group accounts. This growth will be achieved by identifying new business opportunities for basket growth, activating new units within existing group accounts, or successfully onboarding new group accounts.
A comprehensive understanding of CIRO's business models and capabilities, along with customer needs and competitors' abilities and pricing, will enable the Business Development Manager to create competitive and compelling proposals to drive this growth.
Key Outputs:
Sales and revenue growth

• Identify basket growth opportunities within the current customer base and develop an implementation plan, considering the 4 Ps of marketing and any other commercial
• Identify units, stores, restaurants, or hotels within existing group account customers not purchasing CIRO Coffee and Tea and create proposals to secure new business.
• Research, understand the customers national footprint and identify new hotel business opportunities and formulate compelling and competitive business proposals.
• Actively, target big competitors customer base with focus on hospitality and
• Actively oversee the implementation of new group business rollouts, activations and sales
• Ensure effective handover of newly activated business to Regional Sales Managers after the initial period.
• Contribute to the monthly product sales forecasting
• Effectively manage the equipment pipeline and ensure accurate minimum offtakes are used when determining equipment return on investment proposals.
• Report on monthly and quarterly sales growth for new customers on boarded with a comparison over time to track growth on New Business pipeline to include number of acquired accounts, pipeline value, new market penetration, lead conversion rate with timelines and percentage of proposals submitted,
• Basket growth for alternative hot beverage items in order to penetrate other coffee shops not selling our alternative hot beverage lines.

Market research and analytics

• The Business Development Manager is responsible for identifying new business opportunities by researching leads, evaluating existing coffee solutions at potential customers, understanding customer needs and current contractual commitments, and establishing relationships with potential customers.
• Identify and explore new market segments within South African market with primary focus on coffee and tea growth.
• Market Analysis and research to stay updated with food service, coffee and beverage
• Contacting potential customers to establish a business relationship and to evaluate the profitability and viability of new business opportunities.

Build credible business network and relationship management

• Build and maintain strong relationships with existing group account customers to ensure repeat business and long-term partnerships.
• Manage key accounts and ensure customer satisfaction through regular communication and support
• Attend Hotel General Management beverage forums and events to create networks and to keep CIRO relevant.

Team collaboration and support

• Conduct regular meetings with regional teams and KAMs and ensure they are well informed on new business opportunities, lead generators.
• Project management of new business and ensure successful implementation with all functional teams in CIRO.
• Develop strong working relationships with internal customers, touch points being Technical, Accounts Receivable, Call Centre, Marketing, and the Coffee Capability team (Squad and Training).

Required Experience:

• 7 10 years Foodservice experience
• 7 10 years Key Account / Customer Management
• 7 10 years in HORECA market

Required Qualification:

• Business Related Degree or similar
• Hospitality / Catering / Food / Beverage type Qualification would be advantageous

Required knowledge:

• Excellent Beverage Solutions Experience and understanding
• Budget Management and Forecasting
• Strong Specialty Coffee Knowledge in the Out of Home market
• Strong all-round Solutions knowledge and Customer service touchpoints
• Sales systems and procedures
• Knowledge of principles of Supply Chain (Planning, Procurement, Warehousing, Distribution, Transport and Technical Centre Operations

Skills:

• Computer skills MS Office and SAP
• Advanced selling and negotiation skills
• Service gene with customer orientated approach
• Report Writing and Analysis
• Project Management