Location: BryanstonQualification: Business Degree or equivalentExperience: 5 years in Field Sales, Account Management, Business Development.Closing date: 14 August 2024Position Summary:With a history spanning over 150 years, Nestlé did not 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 Business Development Manager - Exports to be based in Bryanston Head Office.In this role you will be responsible for enhancing and strengthening Nestlé's corporate reputation and equity with external and internal stakeholders including media; creating a communications environment that fosters positive attitude, openness, engagement, and exceptional performance; building recognition of Nestlé as the leading NHW organization; enhancing CSV objectives; and influencing regulatory policy to facilitate business operations. Responsible for management of regulatory matters related to products sold by/within the country, including management of regulations, compliance of products, labels, and advertising with local regulations, support for innovation/renovation, participation in elaboration and revision of local regulations, coordination of Shared Regulatory Services (where applicable), and interaction in work of Codex Alimentarius. To handle consumer services and manage consumer engagement.A day in the life of a Business Development Manager – Exports:Customer Planning & Management:Develop a good understanding of the customer (organisation, strategy, business plans, cost structures, KPIs and key personnel). Develop & Execute annual plans to achieve business and customer objectives by developing clear objectives and tactics that are aligned to the integrated commercial plan (ICP) for Creamers Business Unit. Align the customer plan with relevant stakeholders internally and obtain 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 Nestlé. Ensure plans are informed through an understanding of Shopper, Channel & Customer strategy across Export Geographies (Zambia, Zimbabwe, Mozambique, Malawi etc).Enable integrated customer relationships and collaboration to harness long-term relationships that drive competitive advantage for Nestlé by identifying influential personnel within the customer.Ensure monthly deliverables are compiled to - Forecasting, Outlook provision, etc.Recognise the customer's potential to move from pure trading to a more collaborative approach and develop a strategy to capitalise on this opportunity.Set 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). Identify the key contacts in the customer as well as the key decision makers in Nestlé that are relevant to achieving the selling objective.Foster & nurture productive business relationships beyond the buyer to include cross-functional leaders and reporting levels at least 1 up from the buyer/category manager.Partner in Joint Business planning with customers to develop and establish mutually agreed business objectives and plans with shared responsibility.Manage the customer plan, periodically reviewing the performance and revising the course as needed.Drive Sustainable Profitable Growth:Understand and use 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.Understand the impact of trade spend investments on sales and profitability and optimise them utilising simulation scenarios and ROI analysis (e.g. Pre-Post promo evaluation).Ensure compliance to Pricing strategies.Manage Customer bad goods, overdues and daily sales outstanding.Ensure effective planning & management of trade spend to limit impacts on dispute management.Understand and manage the total value chain to create competitive gaps, eliminate waste, and drive sustainable profitable growth for both Nestlé and the customer.Optimise, in alignment with the respective function, the overall cost of doing business (e.g. distribution costs, selling costs and bad goods), whilst being aware of the impact on the total service delivered.Understand all the facts available before entering into negotiations and listen effectively to develop a comprehensive understanding of the other party's position.Prepare intensively for all negotiations. Value and cost all possible trading variables.Recognise different buyer tactics, behaviors, and motivations and achieve mutual goals by conditionally trading concessions when necessary.Maintain self-control, manage discomfort and do not allow a sense of fairness to influence behavior throughout the negotiation process.Drive Excellence in Execution:Ensure alignment with CCSD & 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 Terms, Safety, and legal regulations.Ensure compliance to pricing strategies.All 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?Business Degree or equivalent.5 years in Field Sales, Account Management, Business Development.FMCG and/or Wholesale experience (in channel and category development), Key account management, CCSD, Sales Operations, and marketing.Strong experience in Sales or Marketing.Demonstrated success in previous roles.We are Nestlé, the largest food and beverage company. We are 308,000 employees strong driven by the purpose of enhancing the quality of life and contributing to a healthier future. Our values are rooted in respect: respect for ourselves, respect for others, respect for diversity, and respect for our future. With more than CHF 91.4 billion sales in 2018, we have an expansive presence with 413 factories in more than 85 countries. We believe our people are our most important asset, so we'll offer you a dynamic inclusive international working environment with many opportunities across different businesses, functions, and geographies, working with diverse teams and cultures. Want to learn more? Visit us at www.nestle.com.
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