Commercial Manager: Developing Markets - WA, EA & IOI at PepsiCo

Overview

Own and execute the commercial agenda within the WA, EA & IOI Markets; grow markets in line with Business strategy.

To focus on growing Traditional Trade and GTM strategies in country i.e. Ghana; Ivory Coast; Tanzania; Kenya, Mauritius driving the right portfolio and price through managing distirbutors in country.  

To achieve annual operating plans by developing, implementing and executing sales strategies; analysing trends and results while building and maintaining strong customer and distributor relations.

Responsibilities

• Achieving & Driving the WA, EA & IOI countries market growth agenda through driving Country P&L and managing costs.
• Clear Ownership and accountability shown in decisions and plans to deliver on Performance targets and deliver the business growth Agenda in his portfolio with Short, Medium and Long term view & understanding
• Manage and own the end to end process from orders to execution in market with clear support function management
• Lead and implement the channel strategy in each market
• Forecatsing monthly and longer term by category by country.
• Implement the agreed pricing policy in assigned accounts across identified countries.
• Ensure effective development and execution of trade activity and category management plans and customer service within the identified countries.
• Develop & execute marketing strategies in order to improve penetration an increase frequency in identified countries by building strong activities against an agreed calendar.
• Ensure all controls are in place and that all processes comply with all company policies and procedures.
• Manage and implement the relevant trading terms and agreements between Distributors and customers within each country to ensure all agreed elements are adhered to.
• Identify opportunities for increasing volumes; NR & GP to influence AOP.
• Analyse, compile and review performance of each identified country in order to ensure maximum volume and profitability.
• Clearly track signed off Primary & IMS Targets with Distributors with clear gaps ID & Solve presented. Clearly articulating Gap/ gain
• Recommend and implement the pricing strategy for each identified country in order to be competitive and deliver maximum volume and profit.
• Perform quarterly distributor and country reviews in order to identify, develop & implement plans to address the performance gaps.
• NRM capability with effective implementation of plans to improve NR for Business and partner
• Lead & develop the functional & leadership capabilities of the Distributors to ensure field sales alignment & execution of the strategic account plan.
• Close collaboration & Project leading across support functions of GTM; MKTG; NRM
• Provide leadership and direction to their distributors where required/relevant.
• Coaching and developing talent is key – Especially with regards to distributor’s sales teams
• Effective and efficient managing & Reporting of Spend
• Monthly Reviews to be Scheduled & Conducted with Pre-read deck submitted, followed up with clear actions & Sign offs in MBR session. i.e. Cost impact; effect on P&L and Target. Vol; NR; GP Targets Primary & IMS key. For Mauritius, Ghana, Tanzania

Qualifications

• Relevant Teritary Qualification
• 8 years commercial experience
• Experience needs to include exposure to Market Development, Delivering results through others, Managing People, Strong Influencial Skills
• In Market experience
• African Market management experience
• Language requirements: English; French beneficial
• Strong analytical skills
• General sales, management and operational experience in FMCG
• Budget Management
• Excellent negotiation skills
• Excellent selling skills
• Proven Customer Focus
• Demonstrated Commercial acumen
• Travel in Africa is a must