Channel Operations Manager – Modern Trade (Franchise) at Aspen Pharma Group

OBJECTIVE:

• To achieve sales targets by effectively leading, managing, directing, coaching, motivating and inspiring the commercial efforts of the merchandising service providers regionally and nationally whilst effectively driving collaborative, coordinative and synergistic efforts in the respective portfolio and territories, both with the internal and external customers, in order to optimize on commercial opportunities and drive cohesion and alignment in achieving the sales objectives for the respective channel portfolio, whilst adhering to the Aspen policies, systems and procedures.

KEY RESPONSIBILITIES

• Ensure all financial and non-financial objectives are achieved for each FMCG channel as set by the National Operations Manager in collaboration with the Commercial Head across all national accounts
• Plan, implement, execute and monitors sales activities to drive performance on a national and regional level aligned to sales plan
• Be accountable and drive goals and objectives that are channel specific that include and not limited to FMCG Franchises such as Pick ‘n Pay, Spar, OK
• Responsible for delivering the trade and KAM cycle action plans with designated agencies and/or sales teams.
• Management of Merchandising Agent
• Execute, monitor and review in-store promotions – Displays & POS
• Activating and monitoring Regional Promotions
• Sales Budget Management (National and Regional)
• Managing Store Universe across service provider functions
• managing the no. of stores, call cycle, frequency & duration
• Management of sales drivers and sales development
• Merchandising and Planogram Implementation & Adherence
• Stock Management in store and customer DC
• Ensure distribution excellence on a customer level
• Listings and ranging in store – assess, review, implements and finalizes.
• Negotiations at store level & Promo Excellence
• Monthly review of performance and steps to close gaps together with KPA and KPI Scorecard reviews relevant to merchandising agent and other agencies
• Responsible for Cycle Meetings at Merch. Service Providers
• Review, assess and monitor via Pricing Surveys
• Channel Development

Requirements
SKILLS AND ATTRIBUTES

• Thorough understanding and knowledge of FMCG Healthcare industry
• Ability to mine data
• Customer Engagement
• Ability to develop and deliver compelling executive-level presentations
• Financial acumen
• Strategic vision
• Insight / Instinct
• Presentation skills
• Management of teams
• Planning skills
• Analytical skills
• Budgeting
• Decision making skills.
• Project management skills
• Negotiation skills
• Initiative
• Accuracy
• Confidentiality
• Customer focused.
• Interpersonal sensitivity
• Logical thinking
• Information seeking
• Enquiring mind
• Self-development orientation
• Cultural sensitivity
• Vision, integrity
• Commercial astuteness
• Ability to handle pressure.
• Entrepreneurial spirit
• Persuasive
• Ability to delegate
• Flexible and strategic thinker

KNOWLEDGE:

• A thorough knowledge and understanding of SA Retail FMCG environment.
• Customer Business Operations
• Strong leadership management skills are required as well as the ability to negotiate at all levels.
• Thorough understanding of merchandising environment.
• POS Execution & Management.
• Data Analysis & Category Reviews with Insights & Recommendations.
• Customer level data management
• Category Management
• Promotion Execution & Management
• ROI on Promotions
• Budget Management
• Planogram Execution & Management

EDUCATION & EXPERIENCE

• Matric
• Degree/ diploma in relevant Commercial/ Healthcare environment
• Minimum 3-5 years’ experience in the FMCG market with experience as Merchandising Manager or Strategic & Tactical FMCG Commercial role driving sales excellence via Merchandising teams.
• Financial literacy
• Proficiency in Excel, PowerPoint, Outlook and Word
• Ability to work on Qlikview models is advantageous.