Exports - Business Development Manager at Danone

Job Description

• To develop and manage long and short-term export-focused sales, marketing and distribution of Danone’s Export business, to support the overall objectives of the African Expansion strategy. Looking after Angola, Zimbabwe, Zambia and Malawi.

KEY AREAS OF RESPONSIBILITY

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.
• Manage Country PNL

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
• Ownership of IMS data depletion reports to improve execution and Stock On Hand
• Give feedback against the monthly budget (spend and sales performance) tracker
• Monthly DPF (Demand Performance Forecasting), clear, correct and communicated in time.

Qualifications required:

• Commerce qualification, focused on Marketing or Sales
• Ability to speak Portuguese or French is preferable will be an advantage

Experience Required:

• 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.

Behavioral and Personal Characteristics required:

• Goal-oriented individual
• Entrepreneur mindset
• 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