The role of Commercial Manager Roses is a key function within the organisation with overarching responsibility for sales and marketing as well as ensuring the smooth functioning of the business at farm management level, including cost analysis, predictions and finance.
Level of Employment:
HO 011
Position of Employment:
COMMERCIAL MANAGER - ROSES
Reporting to:
ROSES GENERAL MANAGER
Department:
Flowers Sales
Location of employment:
Head Office
Position summary:
The role of Commercial Manager Roses is a key function within the organisation with overarching responsibility for sales and marketing as well as ensuring the smooth functioning of the business at farm management level, including cost analysis, predictions and finance. Product development oversight, new market opportunity identification, customer satisfaction and marketing operations management also fall within this role.
**Key responsibilities:
1. Sales and Marketing**
• Operate as the lead point of contact for all customer portfolio matters
• Build and maintain strong, long-term customer relationships in order to best anticipate customer requirements with a view to sales trends and developing strategies to enhance sales.
• Ensure the timely and successful delivery of product based on customer needs and objectives
• Develop new business with existing clients and/or identify areas of improvement to exceed sales quotas
• Coordinate Key Events for both sales and client forecasting
• Develop new business with existing clients and/or identify areas of improvement to exceed sales quotas
• Visit the farm and ensure that availabilities are in line with predictions
• Drive new market opportunities
• Research Trade Fairs and Exhibitions for new opportunities globally
• Plan and lead attendance at local and international events, in coordination with Supply Chain Manager
• Advise on local and international factors affecting the buying and selling of roses
• Determine and manage the marketing budget and deliver marketing activity within agreed budget
2. People Management
• To manage the Head Office Sales Team in terms of the day to day objectives around sales targets.
• To overview the Sales Teams’ responses with clients to ensure that on a day to day basis, sales are being maximised
• Lead and train sales team members
• Drive and motivate team performance
3. Product development
• Coordinate NPD for New Clients
• Conduct competitor reviews to analyze market trends and competition with a view to strategic positioning of prices and product placement
• Expand upon existing developments from technical trials with a view to commercializing them into sales.
• Review trials being undertaken for developments, opportunities and sales follow-up
• Conduct follow up and liaison for the company’s products and initiatives
4. Planning
• Ensure the timely and successful delivery of product according to customer needs and objective
• Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders
• Forecast and track key account metrics (e.g. Quarterly sales results and annual forecasts)
5. Financial
• Negotiate client contracts and close agreements to maximize profit
• Conduct and manage the due diligence process focussing on financials and business volumes
• Develop strategic pricing policies in order to develop financial and resource budgets
• Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders
• Prepare reports on account status for weekly sales meeting
• Forecast and track key account metrics (e.g. Quarterly sales results and annual forecasts)
KPIs / Reporting Metrics:
Daily
Ensure customer’s key service level expectations are met and produce weekly report.
Perform weekly sign-off on claims/credit notes
Monthly
Prepare monthly tracker for clients and service levels
Annual
Compile Overview Report of Sale vs Budget
Set Annual Sales Budget
Manage any other tasks deemed necessary or recommended by the General Manager – Roses.
