National Accounts Manager - Shoprite (Stellenbosch) at Lactalis South Africa

Job Description

• Join Lactalis at our offices in Western Cape and take on the challenge role as the National Account Manager - Shoprite. You will be responsible for the development and the implementation of assigned account specific business plans, achieve account profitability and sales targets, serve as the primary account contact and provide account leadership.

Required Skills

• BCom Degree or equivalent with Marketing or Sales or Strategy
• 5 years’ working experience at a senior level within Customer Services / Sales & Distribution environment
• Experience in a FMCG environment as well as working in Africa experience
• Good analytical skills and accuracy and detail orientated
• Working knowledge of the business processes
• Computer literacy: Excel and related MS Office Packages
• A resilient individual with excellent interpersonal and clear communication skills
• Collaboration with key stakeholders internally and externally
• Ability to work independently as well as part of a team
• Frequent national traveling

Duties & Responsibilities
Developing trade segmentation and Go to Market Strategy

• Coordination with Customer Marketing and Consumer Insights the segmentation and validation of channel environment based on shopper profiles
• Defining the role of service providers, identifies the pricing flow for key SKUs
• Ensure distribution and coverage are optimized at the lowest possible cost
• Leading shopper insight development and application by channel
• Working in conjunction with Consumer Marketing and Consumer Insights to develop research programs
• Building expertise in channel environments, general shopping behaviour, category-specific behaviour by environment etc

Assessment of Category performance by channel, strategy definition and objective-setting 

• Seek to exploit incremental sales growth opportunities in existing, emerging and new channel environments 
• Establish objectives and KPI’s for all categories and channel environments and ensuring tracking mechanisms are in place and utilized.
• Proactively responding to competitive moves and tactics in the channel and in-store programs,
• Tracking, reviewing and modifying channel and account plans to ensure Lactalis SA is driving consumption off the shelf cost effectively and brand objectives are achieved within channel and customer P&L guidelines 
• Conducting pre and post analyses of customer and channel promotions, developing a library of performance history, and adjusting business plans based on results to drive improved return on investment in all types of trade spending

Defining 6P strategy and tactics by channel environment

• Applying shopper and trade insights and performance assessment to develop recommendations for product, pricing, promotion, placement and POP Media by channel environment
• Ensuring Customer marketing and in-store staff are supplied user-friendly guidelines for management and execution of 6P strategies/tactics by channel environment

Objective setting, activity coordination and spending

• Coordinating the planning and execution of channel and account activities and communicating plans to the relevant channel/account/geographic teams and Field Sales force on time and accurately
• Optimizing resources and leveraging trade spending among channel; customers, geographies, categories, and brands/products given Lactalis SA strategic direction.

Commercial management 

• Contributing to effective business planning by helping develop channel and account- specific strategies and in-store programs which deliver the brand and channel budget, and managing risks and opportunities