Channel Lead: Pick n Pay Group at Clover S.A. Proprietary Limited

Job Advert Summary    

• Clover is looking for an experienced, professional, results-driven and highly motivated Channel Lead Key Account to join our Modern Trade team. The ideal candidate must posses excellent commercial acumen and business transformation abilities to grow Pick n' Pay Account. The individual needs to be forward thinking and be able to drive account/business growth through maintaining relationship with the key account. 
• The successful candidate will be responsible for driving profitable growth through strategic relationships, value creation, and cross-functional leadership as a business partner.

Requirements    

• Degree
• Relevant experience in applying job-related concepts, techniques and processes at the required level
• Experience in working with senior management
• Business English: Fluent
• Code 8 motor vehicle license.
• Travel off-site/overnight stay.
• Cognos skills
• Computer literacy (Advanced Excel and PowerPoint skills)

Competencies    

BEHAVIOURAL    

• Ability to influence & motivate sales force.
• Ability to present on an open platform.
• Achieves Results Effectively
• Ability to build and maintain strong, long-term relationships with key Account.
• Strategic thinking and capacity to develop and implement sales strategies aligned with business objectives.
• Excellent verbal and written communication skills to interact effectively with sales teams, and other stakeholders.
• Ability to negotiate. 
• Sound judgment and decision-making skills to assess situations, evaluate options, and make timely and effective decisions. 
• Sound judgment and decision-making skills to assess situations, evaluate options, and make timely and effective decisions. 

TECHNICAL     

• Proficient understanding of the FMCG industry and its full value chain, including supply planning, distribution, sales, and trade knowledge.
• Strong expertise in retail channel management as well as a good understanding of retail ordering systems and processes.
• Excellent verbal and written communication skills to effectively convey information, negotiate terms, and positively influence all stakeholders within the organisation.
• Strong negotiation skills to navigate complex discussions, manage expectations, and secure favourable terms and agreements for both parties.
• Strong analytical Skills: Ability to analyse sales data to make informed decisions.
• Proficiency in advanced Excel skills required.
• Proficient in crafting compelling PowerPoint decks.
• Strong capabilities in public speaking and presentations.

LEADERSHIP

• Ability to inspire and motivate a sales team, set clear goals, and provide direction.
• Interpersonal effectiveness.
• Lead and drive change for improvement.
• Ability to work collaboratively with all stakeholders to ensure coordinated efforts in meeting business objectives.

Duties and Responsibilities    

Manage the account development whilst building and maintaining customer relationships.        

• Develop and execute a channel-specific strategy for Pick n Pay aligned to Clover’s overall retail and brand objectives.
• Understand category performance and drive category growth within account.        
• Ensure strategy is implemented with regionals to support overall customer strategy.
• Deliver net revenue growth, volume, and margin targets for the PnP channel.
• Analyse cost-to-serve, identify dependency risks through data driven decision making.
• Identify growth opportunities through range optimisation, pricing, promotions, and innovation.
• Monitor channel performance, market trends, and competitor activity to inform tactical and strategic decisions.          

Manage the customer trading terms and promotional budget as per Clover policy.       

• Own and manage the PnP trade spend budget, ensuring optimal ROI.
• Evaluate promotional performance and continuously improve trade spend efficiency.      
• Balance short-term volume delivery with long-term brand and margin sustainability

 Forecasting and cross-functional collaboration    

• Lead accurate sales forecasting for the PnP channel in collaboration with demand planning and supply chain teams.
• Partner closely with Marketing, Sales Execution, Finance, Supply Chain, and Category Management to deliver integrated customer solutions.
• Translate customer requirements into actionable internal plans.          

Pricing architecture, new product listings and ranging.    

• Implement national price increase.
• Co-ordinate regional price increase.
• Determine and implement strategic pricing (Price List).
• Implement product listings.
• Determine ideal range per region.
• Liaise with Marketing to determine new product strategies to incorporate in ranging.
• Conduct volume and realisation budget for customer for financial year.
• Report on budgeted volumes and realisations monthly taking the required corrective actions

Relationship and stakeholder management

• Build and maintain strong, credible relationships with key PnP stakeholders at multiple levels.
• Position Clover as a trusted, value-adding partner, not just a supplier.
• Represent Clover professionally in all customer engagements.
• Ensure adherence to Clover’s commercial governance, pricing policies, and ethical standards.

Manage team

• Set objectives and manage performance.
• Determine and address training needs.
• Ensure team is motivated and engaged to do their best at all times.
• Coordinate leave management and track execution against plan.
• Coach, train and develop team.
• Ensure successors are in place

Deadline:11th February,2026