JOB DESCRIPTION. To develop and deliver the sales and marketing strategy and achieve the targeted business unit KPIs

Transcription

1 JOB DESCRIPTION JOB TITLE: Sales and Marketing REPORTS TO: Operations Manager SITE: Midlands office, West St, Ashburton DATE: 30 th May 2017 PURPOSE OF POSITION The primary purpose of this role is to increase business activity (marketing and sales activity of the MNOL range) by prospecting for new business opportunities across domestic and international markets and to increase sales activity from current customers. Marketing will undertake the necessary communication and promotion of MNOL products to reach new customers and develop and consolidate strong relationships with existing key accounts. This role requires a high level of independent sales activity to ensure targets are met and high levels of customer satisfaction are achieved via regular prospecting, customer contact and relationship management. KEY ROLE OBJECTIVES To develop and deliver the sales and marketing strategy and achieve the targeted business unit KPIs Grow MNOL markets and market share in both New Zealand and international markets Ensure key accounts relationships are maintained and retained. Implement operating systems and structures within the business to maximize marketing and sales opportunities. Generate annual Budgets and Financial forecasts, and monitor financial reports alongside sales activities to ensure targets are being met or exceeded. To demonstrate a teamwork approach and commitment to own personal development.

2 KEY ACCOUNTABILITIES (MAR s = Major area of responsibility) MAR s MAR 1 - Sales and Business Development Develop and deliver the Sales and Marketing Strategy in accordance with Budget targets and the Business Plan KPIs. This includes a clear strategy for both domestic and international markets. Maintain resources (across all areas of responsibility) to ensure sufficient resources are in place to meet operational requirements, including consumables. Provide relevant information to the Managing Director, and other members of the Board of Directors of progress against against Budgets, Marketing Strategies and KPIs Monitors market trends and reshapes strategies accordingly. Introduces effective sales systems and processes to ensure the Product Range value proposition is aligned to market needs / requirements. Improve market share for each of MNOL s products in the vertical / industry markets (channel) in which they operate through: o Prospecting and securing new customers o Up selling to current customers o Understanding customers needs to provide solutions. o Market awareness Maintain intricate knowledge of MNOL s cost models and pricing for all relevant products. This includes responsibility for purchasing raw materials in consultation with the MNOL Sales and Marketing Manager, and responsibility for inventory levels of such products. Liaise with contract manufacturing service suppliers to ensure a quality product is returned at competitive pricing. This includes responsibility for inventory levels of such products. Provide assistance with bottling runs as required for all products Establish forward contract business with key customers Communicate foreign exchange cover on all sales in foreign currencies, and maximise MNOL s foreign exchange position in accordance with Midlands Holdings foreign exchange policy. Marketing Strategy is successfully implemented Marketing Strategies and Budgets are completed accurately and timely Achieves KPIs Exceeds sales targets Reports are accurate and timely. Sales reviews and Marketing Strategy reviews completed in a timely and accurate manner Systems and processes deliver new business. Market share increases Competitive Purchasing prices and COS Inventory levels comply with business needs Follow through and sign up customers Midlands Foreign Exchange P&L MAR 2 - Marketing Develop and execute a Marketing and Promotions and strategy for MNOL products, including marketing releases and website updates. Research new product and/or processing opportunities for the relevant products Support the development of new and improved products and services as a result of strategic R&D investment. Develop the relevant products in line with the marketing of the wider Midlands group of companies. - Brand Value - Brand Message - Brand Positioning Develop mechanisms / strategy to improve the Brand Value of MNOL s products to its key accounts. Plan is successful Reports are accurate and timely. Evidenced in communication to market. Increased sales. Strategies are reviewed and changed as appropriate. Increase in new business.

3 MAR s Provide specialist marketing support to the MNOL business unit in the promotion and sale of MNOL products. Coordinate and manage all communication to customers and other parties, on all products, products price movements and supply. Develop relationships with media, event management, PR firms and other relevant parties. Support MD and Midland s staff with preparation of proposals and presentations. Works with Sales Manager/Managing Director to identify competitor trends Managing Director Feedback Evidenced in external communications. Feedback from others. Documentation of trends. MAR 3 Relationship Management Develop and deploy effective strategic account management practices based on the value and nature of the customer. Ensure that MNOL becomes the trusted advisor and remains front of mind for customers. Establishes strong value added relationships with key customers. Maximizes the effectiveness of CRM, particularly with respect to sales lead generation and opportunity qualification. CRM reports are the principle basis for ordering of product. Ensures effective and timely responses to customer requests are followed and ensures responses are accurate and honest. Attends to customer complaints in a timely manner, investigating the cause and assisting to resolve any issues before they become a dispute or major problem. Introduce systems to effectively measure the Customer Experience and drive improvement, if necessary. Communicate customer needs to the Managing Director and wider business as appropriate Manage customer enquiries about products, delivery schedules and prices. Conducts regular key and potential customer visits which will involve domestic and international travel. Presence at industry events and company promotional events. Networks with other industry bodies to share information and promote the company s business and organizational development. Maintain up to date understanding of importing regulations (in consultation with Logistics staff), and label regulations in countries where the relevant products are exported to. Liaise with customers and seek external advice as required (i.e. NZTE), to ensure compliance with these regulations. Liaise appropriately with team members and external contractors to ensure that new initiatives are effectively implemented. Increases in business with existing customers. Feedback from customers. Retention of customers. Customer feedback. Evidence of improved customer service in response to feedback. Customer feedback and sales. Evidence of initiatives/benefits arising from networking and promotional efforts. Provides updates to others as required. New initiatives result in increased business MAR 4 - Information Management and Report Preparation Manages and maintains efficient electronic and paper based filing systems for all records and files. Maintains and updates various information records/databases (e.g. sales data, client databases) Files and records are comprehensive, accurate and up-to-date. Information provided is accurate, relevant and helpful for the purposes

4 MAR s Produces and displays data in variety of forms, including Word documents, spreadsheets and databases. Researches and compiles information from various sources, as and when required, and presents this in a useful and informative format. Prepares, agendas & supporting documentation for meetings as required. intended. Confidentiality standards are observed/met. Feedback from relevant staff and audit reviews indicate that standards are being met. MAR 5 - Teamwork and Personal Development Works in a spirit of teamwork and cooperation to ensure that work processes and interactions are effective in meeting the goals of the company. Shares information with team colleagues to help them in performing their work Demonstrates a commitment to optimising own personal performance and development as a team member. Participates in performance review and personal development processes to enhance own professional effectiveness and growth. Teamwork behaviours are evident in interactions with colleagues. Commitment to achievement of performance and personal development goals is evident from periodic performance and development reviews undertaken with the Operations Manger. MAR 6 HEALTH AND SAFETY Responsible for keeping yourself and others safe while at work, complying with Midlands Health and Safety systems and wearing protective clothing and using equipment provided when necessary Complies with Midlands Health and Safety Systems RELATIONSHIPS Internal MHL Directors All MHL Staff Managing Director MNOL Operations Manager MNOL Marketing and Sales Manager - MNOL All MNOL Staff External Customers Service Suppliers Other Suppliers External Laboratories Freight Forwarding Agents NZTE POSITION IN ORGANISATION As Per Attached Company Structure EDUCATION and EXPERIENCE

5 Essential Education School Certificate or Equivalent (NCEA) Good Command of written & spoken English Experience Customer Service Experience in direct sales roles and online marketing Proven track record in sales development activity. Microsoft Office suite of programmes: Word, Excel, Outlook , Publisher Specific Skills/ Establish and work to deadlines and Attributes performance standards. Knowledge of sales processes An ability to negotiate effectively Ability to make informed decisions independently. Strong planning, organising, productivity and time management skills Have high level of attention to detail and accuracy. Excellent communication and interpersonal skills with customers, staff, managers, partners and suppliers. Discretion and the ability to maintain confidentiality Strive to continually improve quality and efficiency by developing new and effective work practices. Consistently maintain a high level of productivity & put in extra effort where required to meet key deadlines. Self-motivated and highly customer and results focused. Preferred Unit Standards 167/ 168/ 497 Sales Experience Marketing Experience Accredo accounting Package Website Sales and Marketing Experience Food Safety/Handling Certificate UNDERSTANDING YOUR JOB DESCRIPTION I have read and understood this Job Description: Employee Name: Signature: Date: