GM: Gauteng Channel (On Premise) at The Heineken Company

KEY RESULT AREAS

Implementation and achievement of regional strategy:

• Develop and define the Channel Strategy and align to HEINEKEN Beverages performance goals – creating a competitive advantage for the OpCo.
• Rigorous execution of plans, including mitigation plans where necessary, to ensure value-add to customers
• Deliver regular proposals to refine and optimize the customer experiences.
• Business Plans executed on time in full to deliver against defined volume and revenue/profit targets.
• Consistent achievement of targets in terms of budget, cost and profitability growth
• Manage a budget for the region and ensure that all expenses are within budget.
• Designing Plans in collaboration with Trade Marketing and oversee implementation

Customer Focus

• Execute draught beer strategy aligned to international requirements (if applicable).
• Implement a sales management process to assist the sales team in identifying and prioritizing key customers and prospects.
• Engage with potential and existing customers within the channel to present company offerings, build brand awareness and grow sales.
• Build and maintain relationships with key customers and partners, including distributors, retailers, and hospitality venues.
• Monitor and analyze sales data to identify trends and opportunities for growth.
• Ensure that all sales activities comply with all relevant laws, regulations, and company policies.
• Ensure that sales teams meet sales targets and that all sales activities are conducted in a professional and ethical manner.
• Monitor the performance of the sales team and motivate members to meet or exceed sales targets.
• Manage, coach and provide overall guidance to the sales teams.
• Analyze customer feedback, market trends and competitor activities and formulating strategies to respond accordingly.
• Achieve set volume, value, and gross income targets on strategic focus brands.
• Build a strong pipeline and ensure accurate sales forecasting and account planning.
• Coordinate with other teams to ensure smooth delivery of products and services.

Improving regional and business effectiveness and resource management and deployment

• Business Plans executed on time in full and deliver or exceed promised results.
• Systems and Processes are optimized and improved in ways that delivered productivity gains year on year.
• Deviations and trends timeously detected and revealed when found, and action plan for recovery/improvement implemented.
• Ensure that the Channel complies fully with governance/audit/risk requirements.
• Signed contracts and service level agreements meet good governance standards.
• Work procedures and processes are aligned and improved to ensure smooth flow of work across units.
• Effective problem-solving and decision-making to achieve high quality turnaround times, productivity and motivation.

Achieve and maintain effective relationships with internal and external stakeholders

• Build effective and positive working relationships with customers and relevant stakeholders to achieve results.
• Trust and confidence developed with manager, direct reports, peers and other department members.
• Champion HEINIEKEN Beverages Sustainability and Responsible Alcohol initiatives in region, together with Corporate Affairs teams.

Clear communication of vision and strategy to team.

• Business strategy understood, owned and delivered.
• Effectively communicated and engaged with organization, energizing entire business around strategic business drivers, and how that translates in region.
• Company values lived by self and regional team.
• Champion a climate and culture that directly contributes to achieving business results.
• Build a high-performance team, manage performance, and proactively address underperformance.
• Manage and improve diverse talent bank and leadership pipeline.

Continuous improvement and transfer of best practices

• Champion appropriate organization initiatives and integrate projects to unlock value and growth.
• Champion continuous improvement and shared best practices with other business leaders

EDUCATIONAL QUALIFICATIONS

• A formal tertiary qualification (Degree/Diploma) in Sales/Marketing/Retail with a sound understanding of financial concepts and profitability analysis.
• Postgraduate preferable

PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES

• 8 -10 years’ relevant Sales & Marketing experience within FMCG
• Strong communication and above-average presentation skills
• Decision- making and project management skills
• Superior commercial acumen
• Strong and inspiring leader of people
• Understand and execute the Sales processes
• Good product knowledge across all segments - Wine, Spirit, Beer and RTDs
• Strong negotiating and influencing skills
• Flexible and able to operate in a diverse market
• Must have the ability to develop customer relationships
• Must be able to identify opportunities for improvement and change
• The ability to build and maintain strategic business partnerships
• Must be innovative and self-driven
• Demonstrated ability to establish winning trade relationships
• Key Leadership expectations: All HEINEKEN behaviours (shape, connect, develop, deliver) at highest level​
• Communication skills: Manages relationships with stakeholders (with conflicting interests) on Strategic level. Communicates through understanding, collaborating and influencing others, with real-world experience win-over doubters. ​
• Other skills: People management, exceptional leadership skills, change management, able to deal with ambiguity, independent and trusted