Principle Accountabilities


1) General – Provides effective co-ordination of sales planning, trade investments, relevant NPD and Re-launches between Sales and Customer Marketing ensuring the achievement of brand and customer short and long term objectives


2) Sales Targets – Accurate forecasting informed by trends, promotional activity, ROS, customer stock holding and monthly Net Sales target achievement


3) Customer Meetings – Plan and set up meetings with the relevant customer contacts. Prepare monthly & quarterly customer reviews with analysis and recommendations to address risks and opportunities. Document clear actions and discussion points in customer contact report which must be filed and sent to relevant stakeholders (internally & externally) within 72 hrs of customer meeting


4) Activities – Negotiate customer activities, deals and promotional confirmations in compliance with the agreed ABP signed off at the beginning of each year. Variations to the plan must be agreed and signed off by the SD. Control and monitor co-op spend and discounts in line with TTC guidelines. Ensure monthly accrual of discounts and spend, in line with monthly forecasting



5) Assortment – Ensure that all agreed sku’s are listed, ranged and available on shelf at all times. Monthly distribution/availability reviews at DC and store level to be monitored


6) NPD’s – Launch NPDs to customers appropriately to ensure that products get listed and ranged across all relevant, targeted stores in a timely and efficient manner. Take ownership all launches until the NPD is physically on shelf in all ranged stores

7) Customer related queries & issues – internal and external – Respond to any queries, conflict or issues relating to his or her customer account (s) and find resolution within an acceptable time period (24hrs max)


8) Price Increases – Ensure that PIs are introduced to customers appropriately to ensure that pricing is accepted and facilitated in a timely and efficient manner


9) Store Visits – Regularly visit the trade in line with set Scorecard targets, reviewing product on-shelf availability, customer specific issues and competitor activities. Feedback and photographs are to be communicated to relevant stakeholders (National Ops Manager, 3rd Party Sales & Merchandising partner, NSM, Marketing & Sales)


10) Trading Terms - Negotiate Trading Terms with customers appropriately to ensure agreements are reached within the BDF trading term parameters


11) Pricing – Responsible for the implementation within account responsibility of the RSA BDF Price list, trading terms and the financial consequences thereof. Dealing parameters in both depth & frequency must be adhered to at all times. All relevant supporting documentation to be submitted timeously and within guidelines (SPAs, Sallys, Tallys). Liaise with CSO regarding order processing, pricing discrepancies and the resolution of any issues


12) Relationships – Acts as the internal and external ‘Customer Champion’ ensuring customer and 3rd Party relationships are established through partnership, collaboration and co-creation


13) Collaboration – Together with the broader Sales team, create and implement a annual customer account plan that ensures the delivery of brand, category and customer objectives, whilst ensuring the delivery of agreed sales, profit, pricing and distribution targets