Marketing and Sales Manager – Fruit Export Industry

Cape Five Fruit Export SA, an international fruit exporter based in Jamestown, Stellenbosch, is seeking to employ an experienced and dynamic Marketing and Sales Manager to lead their sales team. The incumbent will be responsible for driving profitability and business growth for Cape Five, as well as working closely with the procurement team to deliver market share for growers. This requires driving strategic marketing initiatives, developing and maintaining customer relationships, and overseeing the sales process for international markets. The role requires an understanding of global export regulations, market trends, and supply chain logistics in the fresh fruit sector, and proven leadership skills.

Key Responsibilities:

1. Sales Strategy and Execution:
• Develop and implement sales strategies to penetrate new markets and grow the company’s market share in existing international markets.
• Identify potential clients and manage customer relationships to increase fruit exports.
• Lead negotiations with clients, including pricing, contracts, and terms of service, ensuring profitability and alignment with company goals.
• Achieve sales targets and maximize revenue and margin generation.
2. Market Research and Analysis:
• Conduct market research to identify emerging trends, new opportunities, and customer preferences within target export markets.
• Analyse competitors, pricing strategies, and market dynamics to position the company competitively.
• Stay updated on global export regulations, tariffs, and certifications that may impact the fruit export industry.
3. Marketing and Branding:
• Develop marketing plans and promotional strategies to raise brand awareness in global markets, as well as for brand differentiation.
• Attend international trade shows to network and build the company’s brand.
• Collaborate with the marketing team to create marketing materials and social media content that appeals to different regions and cultures.
4. Supply Chain and Logistics Coordination:
• Work hand in hand with the procurement team to deliver on margin, profitability and market share for growers.  
• Work closely with the operations and logistics teams to ensure efficient supply chain management for timely and quality fruit deliveries.
• Monitor stock levels, shipment schedules, and export documentation to ensure smooth operations.
• Address and resolve any issues related to product quality, shipping delays, or logistical challenges.
5. Client Relationship Management:
• Build and maintain strong relationships with key clients, distributors, and importers to ensure long-term business partnerships.
• Provide after-sales support and resolve any customer complaints or issues effectively and promptly.
• Coordinate customer visits and meetings to strengthen business relationships.
6. Budget and Financial Management:
• Prepare and manage budgets for marketing and sales activities, ensuring cost efficiency and return on investment (ROI).
• Monitor expenses related to promotional activities, trade shows, and client meetings.
7. Team Leadership:
• Set sales targets for team members at the start of each financial year and monitor target achievement throughout.  
• Mentor team in the art of effective account management so that clients are effectively serviced.
• Conduct weekly meetings with sales and other teams to discuss pricing, stock age and stock movement so that the product is moved to appropriate markets swiftly and at prices that achieve optimal margin.
• Plan and monitor client visits with team members so that visits are effective and within budget, if travel expenses are incurred.
• Conduct monthly one-on-one feedback discussion with team members to provide feedback on performance and provide coaching.
• Conduct bi-annual performance reviews with team members.
• Together with HR, plan training for sales team so that their competencies are optimally developed.  
• Foster collaboration between the sales and other departments to align goals and optimise performance.

Qualifications and Skills:

• Bachelor’s degree in marketing, agriculture, international trade, or a related field.
• Proven experience (10+ years) in sales and marketing within the fresh produce, agriculture, or export industries. Previous experience in a similar position in the fruit export industry is advantageous.
• Strong understanding of export regulations, logistics, and supply chain management.
• Excellent negotiation, communication, and interpersonal skills.
• Ability to analyse market trends and competitor activities to drive sales growth.
• Proficiency in CRM software, Microsoft Office, and other sales management tools.
• Ability to speak multiple languages (especially French) is an advantage.
• Experience working in international markets with a focus on business-to-business sales

Please send your applications to erin@crescoconsult.co.za