Sindzisa Consulting Pty Ltd Recruitment 2023/2024

Channel Strategy Formulation and Implementation

• Formulate Retail channel strategies to deliver sustainable, profitable growth by key customers.
• Prioritise services and initiatives by customers within the channel based on demand.
• Determine the tone and direction the Channel team takes in its approach to working with key customers.
• Work collaboratively with cross-functional teams and ensure alignment with supply chain initiatives.
• Drive the achievement of targeted sales growth.
• Evaluate and monitor competitors and their activities and formulate proactive responses when required.
• Perform rigorous service/channel analysis and drive priorities accordingly.
• Manage key accounts at a strategic level and develop relationships that enable the achievement of channel plans.

Retail and Customer Insight Maintenance

• Research and analyze environmental and competitive conditions and customer needs.
• Maintain a deep understanding and current knowledge of the retail sector
• Analyse and track market, customer, and channel trends and in-market measures at the customer and channel level. Identify business implications and make recommendations.
• Act as the retail expert, understanding what drives service needs and customer behavior.

New Business Development

• Meet new business sales targets as aligned with the growth strategy of the channel and the company.
• Design strategies to capitalize on sales opportunities and ensure strategic plans complement marketplace needs.
• Build impactful business value propositions for the channel.
• Network with industry leaders and build relationships to facilitate expanded sales opportunities.
• Maintain an in-depth knowledge of the Company’s operations and pricing variables to innovatively align service offerings
• Identify service and pricing opportunities that will attract new retail accounts.
• Develop proposals, and contracts and lead contract negotiations with new customers.

Strategic Account Management

• Ensure that all accounts are profitably serviced for the company to achieve sales and revenue goals.
• Leverages current alliances and customer relationships to further expand business development opportunities.
• Analyse sales statistics to determine business growth potential with the Account Manager.
• Support the Account Manager in the development of proposals. Negotiate T&Cs and implement contractual agreements for expanded offerings within an account with a focus on delivering results.
• Plot the annual and long-term objectives for accounts and ensure all volume and ‘basket’ and revenue targets are met.
• Facilitate the communication of a customer perspective within multi-disciplinary forums to ensure that customer expectations are met within the ambit of smooth, efficient, and profitable operations and service delivery.
• Review key account performance results as per agreed SLAs and communicate performance trends to the customer.

Customer Relationship Management

• Manage all aspects of account profiles, including performance history as well as customer forecasts.
• Ensure that customers have up-to-date knowledge of trends and performance statistics.
• Develop and maintain strong relationships with key opinion leaders in the market to inform future planning and sales focus.
• Manage the presentations to and negotiations with key accounts.
• Drive the awareness and understanding of customers’ budgets, goals, and needs and the impact on the Company.
• Drive the nature and extent of all strategic-level communications with customers.
• Facilitate multi-disciplinary team forums to provide key customer reports and critical service analysis and performance trends.

Channel Planning and Execution

• Lead the channel management planning process to create customer-specific priorities and plans.
• Lead channel performance reviews.
• Understand key drivers of profit and loss and actively support the achievement of financial targets.
• Identify business risks to achieving the sales targets.
• Estimate ROI for key channel initiatives and evaluate plans post-execution.

Pricing Guidelines Management

• Participate in setting new service pricing to extract maximum value for the Company and key account customers.
• Track the Company and competitive price across customers within the channel.
• Recommend pricing corrections.
• Understand how customer spending is allocated.
• Recommend improvements to create greater value.

Organisational Efficiency

• Implement and simplify appropriate business processes to increase organisational effectiveness and efficiency in support of key account requirements.

Support corporate strategy alignment and business update meetings.