Location: Bryanston
Qualification: Commercial Undergraduate Degree 

Experience: A minimum of 2 - 3 years’ experience in Account Management, Field Sales or Business Development an added advantage

Closing Date: 19 October 2026
 

Position Summary

In this role you will be responsible for developing and implementing annual customer plans that are aligned with the overall business and customer objectives & strategies, while achieving profitable sales objectives

A day in the life of an eCAM:

Customer Planning and Management:

• Customer Planning & Management:
• Develops an understanding of the customer (organisation, strategy, business plans, cost structures, KPIs and key personnel).
• Develop & execute annual plans to achieve business and customer objectives by developing clear objectives and tactics that are aligned to the integrated commercial plan (ICP). Aligns the customer plan with relevant stakeholders internally and obtains needed functional support for executing it.
• Work cross functionally to identify, prioritise and develop commercial initiatives that meet the needs of the consumer, shopper, customer and Nestle. Ensure plans are informed through an understanding of Shopper, Channel & Customer strategy.
• Enable integrated customer relationships and collaboration to harness long term relationships that drive competitive advantage for Nestle.
• Ensure monthly deliverables are compiled to - Forecasting, Outlook provision, etc.
• Sets clear selling goals using SMART objectives for the selling agenda of any topic (e.g. category growth projects, pricing, promotion, placing initiatives, new product launches and in-store communication).
• With guidance from NAM, partner Joint Business planning with customers to develop and establish mutually agreed business objectives and plans with shared responsibility and lead the execution thereof.
• Manages the customer plan, periodically reviewing the performance and revising the course as needed.
• Drive Sustainable Profitable growth:
• Understands and uses the different sales and profit levers (e.g. product mix, pricing, promotional strategy, customer mix and differentiation) to drive sustainable profitable growth for both Nestlé and the customer.
• Understands the impact of trade spend investments on sales and profitability and optimises them utilising simulation scenarios and ROI analysis (e.g. Pre-Post promo evaluation).
• Ensure compliance to Pricing strategies
• Ensure effective planning & management of trade spend to limit impacts on dispute management
• Manage Customer bad goods, overdue and daily sales outstanding
• Effectively negotiate trade activities that promotes sustainable agreements through the various sales and profit levers (product mix, space, customer mix and differentiation)
• Ensure effective planning & management of trade spend to limit impacts on dispute management
• Understand and manage the total value chain to create competitive gaps, and to eliminate waste and drive sustainable profitable growth for both Nestle and the customer.
• Understands all the facts available before entering negotiations and questions and listens effectively to develop a comprehensive understanding of the other party’s position.
• Prepares intensively for all negotiations.   Values and costs all possible trading variables.
• Recognizes different buyer tactics, behaviours and motivations and achieves mutual goals by conditionally trading concessions when necessary.
• Maintains self-control, manages discomfort, and does not allow sense of fairness to influence behaviour throughout the negotiation process.
• Drive Excellence in Execution:
• Ensure alignment with CCSD & Digital leads on the Execution of Annual customer plans
• Create and effectively communicate actions for execution by defining clear ownership and deadlines for all involved - Picture of success and regular updates on the same
• Ensure there are clear evaluation and follow-up plans before entering execution.
• Compliance:
• Adhere to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Terms, Safety and legal regulations. 
• Ensure compliance to pricing strategies
• All the employees will strictly abide by the WHO and Local Code in the execution of their job in its letter and spirit.  Employees are prohibited from making any direct contact with pregnant women and mothers of infants and young children in their business capacity.

What will make you successful

• Commercial Degree or equivalent 
• At least 2-3 years in Field Sales, Account Management, Business Development.
• Experience in Sales or Marketing and Digital Marketing
• FMCG and/or Pharmaceutical experience (in channel and category development), Key account management, CCSD, Sales Operations and Marketing. 
• Demonstrated success in previous roles.