General Manager: Modern Trade and Strategy (E Lower) at Clover S.A. Proprietary Limited

Job Advert Summary

Clover is looking for an experienced and professional General Manager: Modern Trade & Strategy (EL) to join the commercial team. The GM must possess excellent commercial acument & business transformation abililities to expand market share in core industries as well as grow in new markets. The individual needs to be forward thinking and passionate about modern trade strategy development while equally engaged operationally in a manner that helps the team build and accomplish its goals and develop the next generation of leaders. 

The successful individual will, identify opportunities for sales growth through the leveraging of short and long term sales drivers. Develop, implement and track results of optimisation initiatives.

Requirements

• Degree
• Relevant experience in applying job related concepts, techniques and processes at the required level
• Experience in working with senior management
• People management experience 
• Business English: Fluent
• Computer literacy (Advanced)
• Code 08 Driver's license
• Travel off-site/ overnight stay

Competencies

• Coach and develop people        
• Ability to influence        
• Proactive and action orientated         
• Clear and sound reasoning ability         
• Maintains high standards         
• Business acumen        
• Lead and drive change for improvement        
• Collaborate with others to achieve a common objective        
• Interpersonal effectiveness        
• Managing people for performance        
• Brings a strategic contribution        
• Customer orientated        
• Communicates effectively        
• Application of financial principles and practices        
• Ability to negotiate         
• Ability to apply numerical principles        

Duties and Responsibilities

Category development and range optimisation per major customer groups

• Define category strategies in collaboration with other role-players to develop and grow customer profitability
• Understanding of the competitive landscape within customer categories to support the Marketing product growth strategies        
• Provide key data, input, and insight to assist Commercial in category analytics and problem solving        
• Responsible for the 12-month rolling strategic plan and promotional calendar.             

Lead process optimization.

• Drive process improvement and automation through cross-functional collaboration.        
• Define, measure, analyse, improve, and control new processes and/or solution implementation pertaining to growth strategies.         
• Facilitate workshops with business stakeholders to formulate strategy, define customer needs, validate requirements, and propose changes to business processes and operating models.        
• Perform data gathering, root cause analysis and generate performance trends to develop appropriate process control changes.        

Deconstruct customer plans into executable action plans for sales, traditional markets and exports

• Assist cross-departmental commercial leads to disseminate customer plans for smart KPIs and goal tracking
• Track performance at agreed check points against set targets and facilitate cross-departmental corrective actions to achieve set objectives               

Monitor and grow profitability of Key Accounts

• Responsible for trading term negotiations.
• Manage promotional activities, ensure profitability targets are achieved        
• Ensure strategies and plans to meet sales budget, volume and price realisation targets        
• Ensure that ranging opportunities and product discontinuation are maintained        
• Implement price increases        
• Optimise Trade spend
• Monitor and approve with Trade, flexi and fixed co-op spend and ensure positive ROI        
• Align KPIs with Trade Marketing, Marketing, Sales Execution and Supply Chain        

Manage Staff

• Ensure optimal utilisation of staff        
• Apply consistent discipline         
• Train and develop staff         
• Conduct meetings and ensure effective communication to all        
• Liaise and communicate with management in all departments         
• Set objectives, manage and measure performance of subordinates