Our client, a leading food distribution company, is on the lookout for a suitable candidate as Sales Manager (Japanese Speaking), reporting to the Head of Sales.
This position will at times require working outside of normal business hours (evening, weekends and holidays) in order to successfully meet customers' needs. Key responsibilities include:
Customer management
*
Maintain highly professional business relationships with our customers and their stakeholders both directly and via the sales team.
*
Develop meaningful joint business opportunities together with our customers by understanding their menu and market positioning and providing ingredient solutions that are the best fit for purpose product for their needs.
*
Own the accurate and complete system pricing across customer sector ensuring pricing is up to date and as agreed with the customer. Identify and address any low margin or negative margin pricing issues immediately. Respond to pricing queries from internal teams or the customer promptly and with complete information.
*
Leverage every opportunity to provide customers additional value from the program of activity the company provides including product launch, masterclass and skills development, and events.
*
Make excellent use of the Business Development team to provide expert category advice and support relevant to the customer channel.
*
Ensure all invoice queries have been responded to in a timely manner and that the customer account is maintained within payment terms. Where invoices are unpaid, follow-up with the appropriate customer representatives to have overdue invoices receive necessary attention. Escalate within the customer where required to prevent any supply disruptions being necessary due to the non-payment of the customers account to the company.
*
Work closely with the sales team to reduce customer payment terms over time reflecting that short payment terms (30 days with a preference for 14 days) assist the customer to manage their
financial position and reduce potential for cashflow issues and non-payment of account resulting in cessation of supply.
*
Represent the company in customer and industry events as appropriate.
Key Accounts
-
Develop annual account plans to facilitate deep understanding of the opportunity and identify strategic goals and the business plan needs from the wider company to achieve these.
-
Prepare and present business reviews with key customers that highlight category performance, challenges for joint attention and opportunities for future growth.
Sales targets
-
Support the team to deliver sales results that meet and exceed monthly targets.
-
Utiliise customer segment gap analysis and range matrix methodologies to identify product opportunities per customer to grow sales.
-
Identify any sales and gross profit deficits early and respond with customer and market activity that fills the gap.
-
Monitor customer responsibilities to ensure a balanced portfolio between team members with an appropriate commission objective for individuals and room to nurture customers alongside new business; adjust customer assignment as appropriate.
-
Report on team achievement and market activity as required.
New Business development
-
Maintain a core team focus on basket growth to achieve additional product and categories in current customers as a continual driver of growth.
-
Engage closely with the Business Development and Procurement teams to grow sales in our identified strategic brands and categories, ensuring that they have the relevant market intelligence, customer engagement and promotional execution to ensure success.
-
Support new product and brand launches with a focused team effort to ensure sales targets are achieved that allow for effective ongoing stock turn.
-
Identify and nurture new customer opportunities growing the total customer base over time.
-
Collaborate with the Marketing and Business Development team to action marketing programs with customers to drive increased sales for the company.
-
Work directly with Executive chef teams to draw on menu and recipe development support that provides customers additional value to improve their food cost and menu success. Measure and report on ROI of such activities ensuring that investment has appropriate sales outcomes.
-
Maintain an excellent standard of product knowledge and appropriate technical skills; relevant to the target customer base. Prioritise understanding new products/brands and identifying fit for purpose in customer channel.
Inventory Management
-
Provide the Business Development and Procurement teams with all volume forecasts as required to ensure that demand and supply align and non-supply is minimized (eliminated).
-
Troubleshot potential inventory issues where demand has not followed forecast; ensure that slow moving stock concerns are addressed promptly with customers and stock is cleared before expiry.
Company leadership
-
Support other teams and managers in their own objectives and KPI's reflecting our belief that the best success is as a team.
Candidate Profile
Proficiency in Japanese:
As the candidate will need to interact with Japanese speaking stakeholders effectively. Fluency in Business Japanese would be a requirement for the candidate to perform respective duties.
Experience and Qualifications:
*
Experience in account management or sales roles within the hotel/HORECA industry.
*
Proven track record of successfully managing key accounts and driving sales growth.
*
Strong understanding of the F&B landscape, with knowledge of industry trends and customer needs.
*
Experience in new business development and building meaningful relationships with customers.
*
EA License No. 23S1885 Registration No. R23119226
