Westfalia Fruit, a leading multinational supplier of fresh fruit and related value-added products to global markets. Through our vertically-integrated supply chain we grow, source, ripen, pack, process and market quality avocadoes & fresh produce - 365 days a year & across the globe.
With the largest avocado-growing footprint in the world, we are recognized as the leading #avoexperts and considered as the supplier of choice to both retail & wholesale customers whom we serve from sales offices in the UK, Europe, North America, Latin America & Southern Africa.
Purpose of the role:
The Customer Lead will own the Profit and Loss (P&L) for the unit and be accountable for driving all commercial decisions related to South Africa across the geographic remit. This role requires a strategic leader who can operate day-to-day activities while setting long-term direction, ensuring alignment with our customers' needs and overarching South African market unit objectives.
The South African Customer Lead will be expected to perform other duties, projects or activities, as may be required to fulfil the needs of the business but in line with the skills and experience of the role.
Key Responsibilities:
P&L Management and Ownership
- Own and manage the full P&L for the Market Unit
- Drive revenue growth and profitability through integrated strategic planning and execution for South African customers
- Monitor financial performance, analyse variances, and implement corrective actions as needed
- Develop annual budgets, forecasts, and financial plans in collaboration with the finance team and functional leads
- Establish and monitor KPIs to track operational performance and drive accountability
Strategic Leadership
- Set the strategic direction for fresh and convenience product portfolios in alignment with strategic targets
- Influence functional teams, such as Procurement & Operations to align their work with local market needs
- Provide input and feedback to contribute to the Objectives and Key Results (OKRs) of functional employees within the South African market
- Set OKRs for direct reports in line with strategic priorities
- Conduct market analysis to inform strategic decisions and identify growth opportunities
- Develop a comprehensive plan for growth, with joint business planning with key customers whilst maintaining and reducing operating costs, where possible
Operational Excellence
- Oversee day-to-day operations to ensure efficiency and effectiveness
- Collaborate with functional heads in Procurement, People & Culture, Finance, and Operations to optimize processes
- Ensure alignment with Group processes, ways-of-working and operational/health & safety practices
- Identify potential risks and develop mitigation strategies
- Leverage on technology and automation where applicable to enhance operational performance
Commercial Decision-Making
- Drive commercial strategies and decisions to enhance market position
- Identify and pursue new business opportunities and partnerships
- Ensure customer satisfaction and retention through exceptional service delivery
- Identify and capitalise on opportunities to drive revenue growth and expand market share
Collaboration and Partnering
- Work collaboratively with other Business & Market Unit Directors
- Engage with Customer Group Directors to align strategic initiatives
- Foster a culture of collaboration within the local team and across the organisation
- Work with functional leaders to ensure their activities support local market needs
- Encourage innovation in products, services, and processes to maintain competitive advantage
- Build strategic partnerships with key industry players, suppliers, and stakeholders
- Engage with Market Unit Directors from other countries to share insights and best practices
- Participate in Customer Leadership Meetings to contribute to regional strategies
Leadership and Team Development
- Provide leadership and guidance to the local team
- Develop and mentor colleagues to build a high-performing team and promote career development and individual growth
- Cultivate a positive, inclusive, and high-performance culture aligned with Company values
- Inspire and motivate the team to achieve collective and individual goals
- Lead the team through organisational changes, ensuring minimal disruption and sustained engagement
Minimum Requirements:
Education and Experience:
- Bachelor's degree in business administration, Marketing, or a related field (MBA preferred)
Knowledge and Skills:
- Proven executive leadership experience in commercial roles, including sales, business development, or related fields in the fresh produce environment
- Strong track record of achieving revenue targets and driving commercial success
- Deep understanding of the South African fresh produce market, alongside the relevant local markets (a plus) and relevant industry trends
- Category Management / Joint Business Planning
Behavioural Competencies:
- Fluent in written and oral English
- Excellent communication, negotiation, and interpersonal skills
- Ability to thrive in a dynamic, fast-paced environment and lead by example
- Experience working in an environment with diverse cultures
Remuneration:
- The Company offers a Total Guaranteed Remuneration Package which comprises provident funds, insured benefits, and an option to structure an annual bonus.
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