Business Development Manager (EXPORT) at Danone

To develop and manage long and short-term export-focussed sales, marketing and distribution of Danone’s Export business, to support the overall objectives of the African expansion strategy.

Planning

• Develop and implement the growth plan for exports per country
• Support the development of channel and customer plans by distributors, ensuring they align to the overall country plan.
• Develop the tactical activation plan per channel, for each country
• Develop the Key Account and Trade Marketing co-operative spend plan with relevant stakeholders in the commercial team
• Take the lead for execution and execution management, in country
• Monthly forecasting against stockholding, sales, arrivals and adjustments of stock

 Delivery

• Drive volume, value and profitability through distributors to increase penetration and deliver on targets
• Confirm monthly scheduled orders and co-ordinate Supply Chain to meet the need
• Ensure that the stock in distributor depots is sufficient to meet in-market demand
• Drive and monitor execution targets with each distributor, to ensure continuous achievement of targets
• Lead the implementation of ad hoc projects into Africa, as required
• Plan with local commercial team on Key account agreements in shared accounts
• Manage the availability of correct portfolio with correct pricing strategy and promotional support for each country
• Determine size of the category within each market

Activation

• Receive promotion material and mechanics from Marketing, and agree activation plans for all trade programs with Distributors
• Sell the activations into the trade and major key accounts
• Develop a KPI scorecard including service levels, distribution, price management and promotional support for each distributor
• Manage the distributors in each country to ensure that all the agreed plans are activated at the correct intensity
• Hold the distributors accountable for successful activation of the agreed plans and KPI plans.
• Interact with all media agencies, for both ATL and BTL promotions to ensure that the relevant activation is executed correctly

Finance and Budget

• Manage a budget for in-country expenses, such as travel, cellphone and entertainment
• Develop a country-level budget plan for activations and promotions, co-operative spend, and rebates
• Continuously identify and implement financial efficiency opportunities within own cost drivers
• Execute within the budget constraints
• Reconcile monthly, YTD and YTG activation spends.

Leadership and Management

• Lead the Sales and Distribution activities in the distributors, and maintain a high performance and engaged culture within their teams
• Take accountability for the development of distributor teams as required, including coaching and training them on sales, trade marketing, category management, stock management, pricing, profit stories etc
• Guide distributors on managing the performance within their teams
• Become the Brand Champion within the Distributors’ teams

Reporting

• Submit monthly Distributor and Country reviews to the AE Manager and Commercial Director
• Give feedback against the monthly budget (spend and sales performance) tracker

ACADEMIC AND TRADE QUALIFICATIONS:

• Commerce qualification, focused on Marketing or Sales
• Ability to speak Portuguese or French is preferable.

WORK EXPERIENCE AND SKILLS:

• Minimum of 5-10 years’ experience in commercial/sales/marketing
• Distributor management experience an advantage
• Proven success in commercial-focused environment
• Proven track record in an FMCG Sales and Commercial environment
• Previous working experience with or within other African countries is an advantage
• Problem solving ablity to make decisions regarding complex and medium term business problems (4 – 12 month view).
• Up to 4 months training will be required to fully master the competencies of this role.

PERSONAL CHARACTERISTICS AND BEHAVIOURAL TRAITS:

• Goal-oriented individual
• Action-oriented individual
• Pragmatic
• High levels of resilience
• Cultural flexibility
• Potential to develop into a more senior role
• Ability to work independently
• Passion for developing and growing new markets