Manager, Business Development (Rest of Africa) at Mondelez International

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As a Business Development Manager in Rest of Africa, you will be accountable for managing multiple markets working directly or indirectly for Mondelez. You will work directly with multiple distributors, setting out the market strategy incorporating channel mix i.e., modern trade, directly owning the strategic contribution and roll out plans, locking in the key modern trade customers through a joint business plans. You will develop & lead the strategy of how to drive deeper and wider basket penetration into wholesale and traditional trade via your distributors, measuring continual improvement through metrics developed. The role will be focused on New Business Development but not exclusive of running existing markets as a New Business Development Manager the primary functions will be investigating new markets, closing white spaces, appointing distributors, developing value chain assumptions, bottom up and builds, working with master data, setting up van lanes, market brand strategies, operational excellence.

How you will contribute

You will:

• Responsible for developing and successfully implementing the commercial plan strengthen and expand Mondelēz International’s position with and assigned customer by preparing, negotiating and executing the business plans
• Responsible for the coordination between the customer and Mondelēz International internal functions
• Accountable for maintaining and developing strategic growth plans for customers with a focus on portfolio management, listings, distribution and effective promotion and visibility
• Build and develop strong category partnerships
• Manage pricing within the Gross to Net Framework, Assortment management, Forecast accuracy in conjunction with supply chain function
• Together with cross functional colleagues evaluate, plan & execute appropriate promotional and in store visibility
• Monitor, analyze and report on market developments and competitor developments

What you will bring

A desire to drive your future and accelerate your career and the following experience and knowledge:

• Retail account management Demonstrating credibility with senior stakeholders
• Delivering superior results in different markets with varying degrees of maturity
• Category management
• Communicating effectively
• Negotiation
• Maintaining and building effective relationships
• Presenting to all levels of an organization
• Budgeting and forecasting

More about this role

What you need to know about this position:

New Markets

To deliver Geo Expansion model, select horizon, develop how to win plans and execution strategy

• Select markets as part of Geo Expansion strategy
• Establish and develop how to win in markets via city lead model
• Travel to new markets in scope
• Market research, Category, consumer insights, analysis market conditions, consumers, competitor landscape, developing strong strategic drivers and building blocks
• Establish and validate distributor selection, clear profile, RTM, depth of distribution, last mile & BOP model, Resources on ground, Evolutionary structure, Development requirements, evaluations with development opportunities.
• Negotiate distributor contracts
• Establish route to market
• Build category plans, scope of category sizes
• Map out market conditions, regulatory, source locations, competitor set and pricing, value chain assumptions.
• Lead I2M, master data, customer creation
• Actively build market strategy, including categories to build, city focus, channel focus by category by sku, customer focus by category by sku, Pareto store plan.
• Establish market share objectives by category by customer
• Set sales targets and build framework
• Align and develop team as to MDLZ forecasting model
• Lead and establish clear objectives for distribution targets
• Lead financial model, ensure IMS targets are delivered
• Manage market P&L and deliver financial objectives
• Establish ways of working with regulatory, testing,
• Clear understanding of incoterms, regional trade blocks, regulatory statutory
• Work through 3 phased market development model
• Develop market strategy, lead the delivery of the execution of market strategy
• Develop E – Commerce strategy
• RTM and distribution standards and targets
• Develop distribution strategy
• Ensure distributor standards are achieved and maintained
• Establish sub distributor “Hub and spoke model”
• Train and develop distributor Sales, Merchandising, Marketing and warehousing teams to align to MDLZ standards
• Develop promotional strategy, guidance and framework
• always Working within MDLZ governance & compliance framework
• Develop distributors and trade partners to align and adhere to MDLZ governance and compliance framework

Distributor Leadership

To provide strong leadership to the nominated distributors around, sales, merchandising, store standards, category objectives, planning, execution, forecasting and stock management.

• Lead Distribution partner to deliver annual contract achieving volume, value and gross margin targets by category.

• Cascade MT strategy through distribution partners
• Guide and develop your team to develop strong customer business plans that ensure deliver of AC by channel by category.  
• Develop strong market strategies that align to brand, driving strong brand equity, distribution, market share growth and delivering annual contract at net revenue level with budgeted gross margins.
• Evaluate promotional and executional plans to ensure the greatest return on investment, supreme consumer engagement and off take.
• Lead, guide and develop category programs with supportive functions
• Lead and engage with modern trade customers locking in joint business plans.
• Lead, coach and develop distributor Key Accounts team.
• Lead distributors around pricing strategies, FX control and LUP’s
• Drive distributor to achieve annual MSL & distribution targets
• Evaluate, guide and measure sub-distribution arm of distributors by ensuring there are strong distribution & MSL plans.
• Guide and lead distribution team to roll out improved store standards, select and develop Platinum Store roll out plan, measure and ensure achievement.
• Review distribution routes and coverage quarterly understanding potential gaps, opportunities and weaknesses, Van Sales, Merchandisers, Sales Reps.
• Work with distribution team to map out Sub Distributor route to market, territories with targeted distribution and MSL levels.

Customer

To be seen as the partner of choice, market leader, and valued contributor to trade and category.

• Ensure customer metrics are achieved through negotiation and delivery of joint business plan
• Tailored promotional strategy delivered in line with customer expectations and Mondelez framework Work with category / shopper team to create shopper and category strategy by customer
• Execute pricing strategy in accounts and execute pack/price architecture changes
• Execute P. I. effectively and timeously
• Grow share, range and distribution in line with specific account targets
• Develop senior customer relationships
• Manage trade-offs within customers for the greater benefit of Mondelez
• Create a deep understanding of what is needed to execute account plans at regional and store level. Work closely with RSOM to ensure this happens
• Functional expertise and support to build out business model
• Conduct negotiations as necessary assisting distribution team with challenges at customer level with listings, planograms, forward share objectives, pricing, displays.
• Leading quarterly business reviews and setting out, locking in next quarters joint business plans.
• Evaluating distribution partners promotional programs, uplifts and related spend to uplift mapping back to achieving annual contract
• Co-Ordinating and lead range and product mix by channel, customer and market.
• Conduct quarterly business reviews with key MT & WS partners reviewing progress on JBP, category programs and locking in the next cycle.

Market

To lead the market in selected categories, mapping out the right to win by understanding all trade elements, risks, exposures and opportunities.

• Understanding sourcing model, duty steams and taxes, providing guidance to supporting functions delivering efficiencies
• Connecting with customs and department of trade and industry on a quarterly bases understanding taxes and duty steams, fostering a healthy understanding and relationship within market authorities.
• Stay abreast with the market understanding competitive set and lead the repositioning if required
• Lead strategy and category to take advantage of opportunities and gaps within markets
• Understand the market dynamics and opportunities, providing guidance to the distributor and key customers around category proposals, planograms, ranging, pricing and matrix.
• Ability to see opportunities in market, with superior skill set re strategy development, mix and launching new brands, SKU's

Team

Develop direct or indirect teams to deliver a competitive advantage in market

• Work within market teams, providing continual coaching and development around, range, mix, promotional strategies, planograms, locations, distribution, route to market, efficiencies, forecasts, days inventory cover, shipping and lead times, duties, trading terms, Customer business plans & Joint business planning, execution and the way to win in market.
• Connect with trade partner / distributor sales, marketing, demand planning, distribution teams on a regular basis
• Develop and motivate direct and indirect teams

Business

To understand market conditions and provide full risk assessment with mitigation factors limiting exposure to the organization. Examine and provide guidance to the business to take advantage of market, category and channel conditions.

• Ensure that all polices are procedures are adhered to and that there is absolute compliance in market to Mondelez policies and procedures and Local Government legislation.
• Conduct Monthly and Quarterly business reviews with Distribution team and Mondelez GM leadership team.
• Develop and build business presentations that are discussed at executive level.

Supply & Demand Planning

To lead the partners in market to provide consistent demand through planning, understanding demand at customer / SKU level with promotional and distribution impact, minimizing out of stocks in market and distributor in market liquidations

• Lead, track and Co-Ordinate customer forecasts for modern trade, wholesale and traditional trade, ensuring IMS is accurate and relates back to forecast. Co-Ordinate with demand planning and CS&L tracking shipments ensuring that market is not over or under stocked.

Financial

To be financially led, understanding leverage in the P&L to drive margin accretion in conjunction to improved volumes, distribution and equity.

• Manage market P&L to gross margin level, ensuring that customer and market mix is in line with annual contract.
• Managing G2N ensuing that the processes are followed.
• Guiding, measuring and validating trade promotions to ensure that promotional activity will deliver the best possible return on investment driving volume, value, category and share growth.
• Manage stock in market “DFC” ensuring limited stock markdowns “Liquidations”
• Target forecasting accuracy of 85% Lead the forecasting processes in market, understanding stock in market, stock on ground at distributor, what is on route versus IMS, and demand overlaid by promotional activity and distribution opportunities.
• Full responsibility for the financial management including dynamic planning, analysis, controlling and reporting of the following areas of the business
• Local Wholesale & Franchise Channel (incl. Trade Terms)
• Export Wholesale & Franchise Channel (incl. Trade Terms)
• Supply Chain (Overheads & Cost of Sales)
• Accurate, timely and transparent preparation of Actual results, short and long-term Forecasts and annual Budgets in collaboration with business partners and finance team
• Complete and accurate reporting and analysis of the full P&L and Working Capital impact on above portfolios, and on the overall company profitability and cash flow
• Identifying risks and opportunities with recommended actions.
• Provide business partners with financial support for strategic and operational decision making through standardized and ad-hoc financial reporting and analysis
• Support Managing Director with planning and reporting requirements, driving value-adding insights
• Corporate Reporting and Systems Champion
• Preparation of monthly Actuals, Forecasts and Budgets in consultation with management team, using various

What extra ingredients you will bring:

• Processed and analytical mindset
• Strong financial acumen and basic understanding of accounting
• Strong interpersonal and communication skills
• Proven Commercial Acumen
• Strong Strategic ability
• Ability to work cross functionally and motivate support from within the organization.
• Strong Negotiation Skills
• Strong analytical skills
• Above average leadership skills
• Self-motivated
• Strong communication skills
• Team player with strong leadership skills
• Logical, strategic, agile thinking
• Portfolio development
• Channel knowledge
• Cross functional engagement
• Relationship management
• Customer development
• Distributor development

Education / Certifications:

• Relevant tertiary qualification in Business Management or Marketing
• Based in relevant, required market
• Minimum 7 years relevant experience with superior knowledge and skill set in FMCG, understanding field operations, regional sales management, Key Account Management and distributor leadership.

Travel requirements:

Regular

Work schedule:

40 hour