NAM: Independent Wholesale at Danone

KEY AREAS OF RESPONSIBILITY

CUSTOMER / SHOPPER UNDERSTANDING & INSIGHTS

• Analyzes all relevant information and identifies opportunities in line with Shopper by Customer
• Assesses Customer Shopper Missions and puts forward recommendations to drive Promotional Plan
• Understands the Shopper missions and aligns instore execution opportunities with CP&I

CATEGORY GROWTH SPACES & SELLING STORY DEVELOPMENT

• Uses data on Category / Segment Performance to assess the Category within the Customer (Nielsens)
• Uses internal Growth Spaces in building the customer proposition alignment
• Uses simple analytical tools to build Range & Merchandising recommendations – MSL by Cluster
• Insights Knowledge (Spar Specific) to leverage against opportunities.

PROFITABLE REVENUE GROWTH MANAGEMENT

• Post Analysis of promotion against identified ROI% and CO% requirements
• Price indexing versus Competitors across different segments
• Analyzes and tracks investments within Customer against SKU and gives input into MIX/Pricing/Promotion
• Full P&L understanding – know which triggers to use to influence outcome
• Adherence to PRGM principles and guidelines

CUSTOMER MANAGEMENT

• Owns the Customer Relationship at a National Key Account Level and across Region
• Prepares Customer Reviews for Discussion Monthly and Review, using insights to drive growth
• Uses Customer specific data / Category & Shopper data as inputs
• Prepares for each important negotiation, identifying ‘Must Gets’, ‘Wish List’ and ‘Concessions’
• Manages all Pricing (Externally and Internally) in line with process – Tally Accrual Process
• Managing the Customers Budgeted Spend Process in TTM in line with policy
• Co-ordinate trading term proposals in line with process
• Captures claims within TTM
• Manages events and implements projects efficiently – Trade Shows / Customer Events
• Developing briefing docs for Sales force/Agent execution
• NPD – All PDF’s; Prop Docs; Listing Trackers; Trade Presenters

KEY BANNER NEGOTIATIONS

• Each Customer within this portfolio has various Buying Groups that operate within them.
• Key Interaction and leveraging opportunity with these Banners, is key to success.
• Across Regions within South Africa           

SYSTEMS MANAGEMENT & REPORTING

• Monitor SOH / Sales Out Data / CSL / Distribution / Pricing
• Captures all Pricing Deals in both Internal and Customer Systems
• Demand Management Ownership – Monthly alignment on Rolling forecast in line with expected Volume sales M-1 at a 85% Forecast Bias Accuracy.

ABOUT YOU

• Work in an ever-changing environment – Flexibility and a can do attitude
• Can navigate independently
• Thinking on your feet and working in an agile environment
• Creates a Meaningful future by challenging , driving transformation & co-building a compelling Vision
• Opens connections inside and outside by building, influencing and mobilising stakeholders through own convictions
• Drives for sustainable results by delivering value for Danone, customers & communities with high standards, taking accountability and making the right decisions
• Empowers self & diverse teams by fostering collective impact through teamwork & diversity, assessing fairly, caring and developing people
• Self-ware by maintain self- balance and understanding self and strive for development