Head Of Growth at OneCart

Sales Strategy, Business Development and Account Management

• In conjunction with the relevant stakeholders, develop client acquisition, account growth, account retention, partnership and go-to-market plans in alignment with business strategy and objectives.
• Build scalable growth engines for both consumer acquisition and enterprise sales, ensuring commercial viability across multiple verticals
• Drive store, order and customer growth and retention in line with business objectives.
• Design and implement strategic plans to reach agreed sales targets vs budget and vs last year.
• Define and implement account strategies, partnerships and commercial plans with management to aggressively grow our brand and retail partnerships.
• Work with the Brand and Marketing teams to craft compelling narratives that showcase OneCart’s value proposition to external clients.
• Work with customers/clients to better understand their business needs and goals.
• Estimate sales volume and profit for current and new products.
• Proactively work with Operations and Technology to deliver on service levels per account.
• Develop and grow an ecosystem of brand partners for media sales on OneCart digital assets
• Identify and develop new B2B revenue streams, positioning OneCart’s tech and operational stack as a product offering to retailers, brands, and last-mile players.
• Define and drive the go-to-market strategy for OneCart’s SaaS and white-label capabilities, in partnership with Product, Commercial, and Technology

Commercial Reports and Analytics

• Generate and maintain critical sales and service reports to enable all accounts to perform against objectives.
• Ensure sales and account management representatives are monitoring and generating reports and insights for sales and service daily, weekly and monthly.
• Manage data integrity of all customers and provide regular reports to Exco and clients.
• Conduct market research to establish customer needs by segment – feedback to marketing for action.
• Growth in partner revenue from SaaS or operational services
• Qualified B2B leads and conversion into commercial agreements
• GMV and net sales growth across both proprietary and partner platforms
• Contribution margin uplift via scale and operational leverage
• B2C CAC/LTV, ROMI, user retention

Marketing Strategy

• Define, develop and implement OneCart marketing strategies and tactics to promote the visibility of the brand and product offerings to consumers and to drive sales.
• As OneCart evolves into a platform business, this role will balance the needs of our internal B2C brands (e.g. WW Dash, Marketplace) with the development of repeatable, productized capabilities that can be sold to other retailers and industries. The Head of Growth will be instrumental in identifying external growth opportunities, managing the dual GTM motion (B2C + B2B), and supporting vertical expansion
• Identify marketing opportunities based on market dynamics, media, competitive landscape and consumer behaviour, and drive the appropriate action in a fast and flexible manner
• Maintain strong proactive knowledge of target customers, retail and wholesale industry, and marketing trends across two formats and brands
• Collaborate cross-functionally with counterparts and business groups to create content plans inclusive of the brand, supplier, and customer segment messaging, leveraging media platform best practices for an innovative and integrated approach
• Support the executive committee in biannual strategy review work to articulate delivery against strategy, set strategic goals and monitor implementation. Set brand marketing programmes and initiatives that align with business objectives and drive individual brand identities
• Guide the creation of omni-channel and multi-channel content (as required) and experiences that drive brand recognition and increase customer engagement
• Develop a medium-term brand communication plan that aligns with the marketing/brand strategies
• Ensure comprehensive execution of messaging strategies and content usage through media channels, in-store and promotional events, and align across channels for consistency
• Build a marketing “engine” for efficient, sustainable and consistent marketing operations and marketing experimentation
• Develop and grow an ecosystem of marketing partners for strategic, tactical and BAU objectives

Market Reports and Analytics

• Act as a key partner to the business leadership team to proactively generate strategic analyses and insights in the areas of price perception, brand adoption, consumer behaviour and preferences, sales coverage, market penetration and market practices
• Recommend, pitch, and execute market research projects across multiple research methodologies and a diverse set of clients
• Consult with client partners regarding ongoing business concerns, identifying ways in which research and analysis can be applied to business questions in the future
• Drive data analytics program in the business through leveraging digital tools to increase new baskets and average basket size (e.g., segmented offers, targeted communication)

Advertising and Digital Marketing

• Ensure advertising diversity geared to different consumer groups by area, province and country
• Provide guidance and direction on the principles and trends of omni-channel retailing to assist the business in its online design of customer sales models, which would utilise all available shopping channels, i.e., mobile internet devices, computers, physical floor space and media, targeting identified South African and African markets.
• Guide the creation of omni-channel content and experiences that drive brand recognition and increase customer engagement.
• Guide the design of processes required to integrate all channels toward providing a single seamless customer experience.
• Grow customer database and manage proactively for improved efficiency and effectiveness.

Cost Control Management

• Assess costs, competition, and supply and demand to identify service costs.
• Manage CAPEX/OPEX budget
• Track and report against CAPEX/OPEX spend
• Get approval for budget variances from VP: eCommerce
• Authorise expenditure within annual budget
• Create necessary controls to manage outcome

Effective teamwork and Self–Management

• Communicate effectively and with positive attitude in order to maintain relationships
• Ensure KPAs are in place for your team to achieve a common goal
• Take ownership of driving your career development (skills and knowledge)
• Plan and priorities, demonstrating abilities to manage competing demands to achieve agreed deliverables
• Follow any lawful and reasonable instructions from your line manager
• Consistently live and be an example of the Company values
• Timely reporting of all instances of suspected or proven fraud via the appropriate reporting channel
• Adherence to the company policies and associated company policies and procedures

Minimum Academic, Professional Qualifications & Experience required for this position

• Bachelor's degree or a post-graduate qualification would be advantageous.
• 7+ years of sales experience in Retail, eCommerce, or a related industry
• 3+ years of senior commercial management experience.
• 3-5 years in a senior Marketing role
• Proven experience in the 5Ps
• Proven track record of presenting to/ negotiating with Executive Leadership (both internal/external)
• Strong commercial drive, with strong hunting experience, is key. Experience meeting large sales and account targets using a solutions-focused approach.
• Strong service orientation with a bias towards daily action to improve performance against account SLAs
• Exposure to rolling out operational and technology projects to improve commercial and marketing capabilities in the business