Business Development Manager

Manages the Company’s relationships with strategically important business partners in our export territories.

Job Summary

Manages the Company’s relationships with strategically important business partners in our export territories. The incumbent is the face of the Company and is responsible for identifying needs and requirements to execute the Company’s strategy to achieve mutual satisfaction. This position will be directly responsible for the achievement of assigned export markets’ performance.

Core Function

• Communicate and execute the company commercial strategy with the management team of the various export distributors in the assigned markets.
• Grow sales in the assigned export markets as well as develop new markets both regionally and internationally.
• Assess the current competitive market situation in the assigned export markets; recommend and assist with the implementation of measures to improve market share and distribution.
• Deliver the Gross Profit objectives of the assigned export markets.
• Manage distributors’ stock levels to always ensure adequate cover to avoid problematic stock outs.
• Travel frequently to the assigned export markets to ensure that all agreed strategies are appropriately implemented.
• Work closely with and guide the Export CSRs and Logistics Coordinators to ensure that orders are dispatched on time and that all customer service matters are dealt with as effectively and efficiently as possible.
• Execute all relevant responsibilities as outlined in the Roles, Responsibilities and Authorities Matrix (MT-GM-004) to ensure compliance with the Integrated Management System (IMS).
• Perform any other related duties that may be assigned.

Relationship Management:

• Develop & maintain relationships with distributors & stakeholders through continuous JBP.
• Proactively identify issues and opportunities by acquiring a thorough understanding of distributor needs and requirements.
• Resolve any issues faced by distributors and their customers in a timely manner.
• Expand the relationships with existing distributors by continuously proposing solutions that meet their objectives.
• Ensure the correct products and services are delivered to distributors in a timely manner.
• Ensure all annual company plans for product categories are proactively communicated to our business partners.
• Act as liaison between export distributors and internal teams to maintain quality and service standards.

Trade Marketing / Building Brands

• Recommend and implement promotional initiatives tailored to the markets.
• Roll-out product innovations to distributors and their sales teams.
• Monitor cost and effectiveness of promotional activities against target.
• Provide input into the innovation process based on current market trends.

Reporting

• Prepare and distribute monthly distributor update reports highlighting KPI results and action plans.
• Distribute market visit reports highlighting all key opportunities and issues, decisions taken, next steps required and circulate same to the respective distributors and senior management.
• Develop and translate trade audits data into business building opportunities with distributor.
• Keep up to date with competitor activity and market trends and report on changes within the industry.
• Participate in S&OP process by forecasting based on market trends, promotions etc.
• Analyze pricing surveys.
• Prepare analyses of all promotional activity in line with ROI guidelines, to ensure return on the investment based on the stated objectives; this includes post promotion evaluations to measure the actual results versus estimates.
• Manage trade investments which included preparing proposals for evaluation.

Education, Experience, & Visa Requirements:

• A Bachelor’s Degree in Marketing, Business Administration, or any other related discipline from a recognized institution.
• A minimum of five (5) years’ experience in a marketing/sales environment with at least two (2) in the FMCG industry.
• Proven experience in sales and customer engagement, providing solutions based on customer needs. Knowledge of pricing analysis, forecasting and brand competitors.
• Possess a valid passport and US Visa.

Skills and competencies:

• Proficient in Microsoft Office Suite
• Excellent written / verbal communication
• Excellent presentation skills
• Report writing
• Written / verbal Spanish &/or French will be an asset
• Good analytical skills
• Relationship building
• Ability to lead and influence
• Strong negotiation
• Conflict resolution
• Strategic thinking
• Critical thinking
• Independent decision making
• Problem solving
• Interpersonal skills