Channel Manager: STB Retail at Tiger Brands

THE JOB AT A GLANCE

You are accountable to develop, communicate & implement a channel specific Customer strategy which is aligned to the business strategy that optimises the returns for organization. You are also responsible for developing and leading the customer plans that support the channel plans.  Delivery of the Sales targets and profit objects. You are dedicated towards improving the capability of our Customer Manager and Sales Operations teams and creating a great place to work.

RESPONSIBILITIES

WHAT YOU WILL DO

• Achieve Channel and Customer Metrics through delivery of joint business and category plans
• Drive service levels with incremental improvements by working closely with the customer and supply team
• Promotional strategy delivered in line with expectations and Tiger framework
• Work through Customer Marketing team to create shopper/category strategy by customer
• Execute pricing strategy and pack/price architecture in accounts
• Deliver execution vision for all key initiatives
• Grow share, range and distribution in line with channel account targets
• Develop senior customer relationships across account base
• Improve Advantage Group Survey results across customer base
• Create a deep understanding of what is needed to execute channel and customer plans at regional and store level
• Ensure cross functional teams are working closely to deliver execution
• Promotional ROI
• Support cross functional strategic projects
• Embed competition law and compliance within customer team – role model compliance and competition law agenda
• Analyse business:  identify and manage trends. Formulate action plans.
• People: Lead and manage people development and training, ensuring team members are equipped with appropriate skills, knowledge and experience to perform effectively.
• Conduct weekly operational meetings to ensure continual improvement within team
• Mentor, coach and identify learning opportunities to ensure the continuous development of people and self
• Supervise and performance manage teams to deliver the maximum impact within customer base through effective account management
• People scheduling and planning – leave, expense & budget management etc. 

WHAT YOU WILL BE MEASURED ON

• Brand share performance by account / Nielsen’s Market share /forward share/ distribution
• Customer profitability and Satisfaction
• NIS vs Budget / Volume vs Budget / Realization vs Budget
• Team health is monitored & maintained
• POP effectiveness and pricing strategy
• Quarterly reporting: Spend is in line with Budget Effective cost containment
• Plan is completed timeously, within correct format and is relevant to customer portfolio by region, by category, by product profile

QUALIFICATIONS

WHAT YOU’LL BRING TO THE TABLE

Competencies

• Influencing Others – you are customer relationship obsessed. You use a strategic and consultative sales process to align with customers. You formulate your own opinions on commercial issues and communicate these in a compelling way to build support.
• Owning It – you have a thorough understanding of category, competition and customer and you challenge and push back to ‘make it happen’ for the customer.
• Developing Myself and Others – you build the best customer management team by creating an environment where individuals thrive.
• Staying a Step Ahead – you have a comprehensive understanding of innovations that will elevate our game with our customers.

Experience

• Over 7 years’ customer / key account / sales management experience within FMCG
• Multiple Channel experience ie: Wholesale & Re-Distribution channels, Retail
• Finance sales experience (promotional budgets, trade budgets, revenue forecasting, etc.