Job Description

The Coffee Importers and Roasters Organisation (CIRO) is a true coffee emporium. As the preferred one-stop solution, CIRO offers expert services in sourcing, roasting, blending, packaging, training, equipment, technical support, national and international distribution and market trend analysis.As the largest manufacturer of pure coffee in South Africa, it is easy to understand why CIRO is a noteworthy front-runner within the coffee service industry and renowned for consistent quality, innovative product formats and extra value offering.An exciting opportunity exists for a Key Accounts Manager at CIRO, Bryanston. The purpose of this role is to grow value, volume and profit in line with Ciro objectives for National accounts through the development and execution of appropriate sales strategies. To also provide leadership to Customer teams, teamwork with all key interfaces, and focus on Customer Centricity.Line Manager: Sales ExecutiveJob Specification:
Key Performance Areas:Achieve Financial Results based budget:

• Lead with Regional Sales Managers team to identify new business opportunities
• Achieve growth objectives and agree on priorities required to execute this growth.
• New business activities and focus aligned to deliver category targets for the coffee category
• Drive basket growth through every key account
• Confidential customer contracts management - MOU & SLA where relevant
• Pricing management and review of trading terms
• Build strong relationships to use company resources, services and brands for mutual growth and benefits
• Manage the processes at outsourced catering customers for new business growth or for changes in existing solutions
• Prepare and present meaningful quarterly customer business reviews with existing customers

Volume Growth and New business activations:

• Achieve sum of B&I Channel volume versus budget Coffee, Tea and Hot Chocolate Categories
• Compile and maintain national promotional grid to deliver commercially viable volume increase or increased brand awareness
• Forecast accurately for equipment pipeline in B&I channel as well as product forecasting to achieve growth and gain new business

Sales Productivity Improvements:

• Design and implement national group customer & channel plans
• Quarterly customer reviews with action plans shared with Sales Executive and communicated with regional sales manager
• Placement of POS/branding material to create brand awareness

Defensive and retention strategies for Coffee volumes through channel:

• Track coffee volumes through key accounts
• Identify areas with low coffee volumes and implement a defense and retention strategy

Qualifications and Experience:

• Matric/Grade 12 Certificate
• Business Related Qualification
• Minimum 5 years Foodservice sales experience

Knowledge Required:

• Advanced selling and negotiation skills
• Report writing and analysis
• Sales systems and procedures
• MS Office
• Excellent Beverage Solutions Experience and understanding
• Strong Specialty Coffee Knowledge in the Out of Home market
• Strong Solutions knowledge and Customer service touchpoints

Competencies:

• Articulating information
• Attention to detail
• Interpreting data
• Maintaining productivity
• Minimizing risk
• Planning and organizing
• Seizing business opportunities
• Thinking analytically

AVI