Your Tasks
Sales strategy: Develops and executes a customer investment and sales strategy which meets both short- and long-term brand market share, sales, margins, and customer contribution targets across the NIVEA brands within the Grocery Channel, Managing Accounts such as Shoprite, SPAR, Pick and Pay, Boxer
Business Planning, Budget and Reporting
- Develops and executes, in conjunction with the account managers, a sales and customer-marketing, annual, medium and long term plan (channel and customer) that ensures the delivery of brand, category and customer objectives.
- Implement customer marketing plan, ensuring efficient and excellent execution in the retailer. Monitors and evaluates variance to plan and proposes counter measures ensuring their effective implementation.
- Pricing - Implements the agreed list price to ensure delivery of profit targets in consultation with Finance.
- Promotions - Prepares and implements, in agreement with the S&CM Manager, the customer promotion plan ensuring alignment with the objectives of the sales plan.
- Execution- Lands the defined execution strategy by Retail Environment with customer and Operations tea
- Point-of-Sale- Delivers the agreed objectives within the annual customer plans for product distribution and display at the POS, maximizing the accessibility of Beiersdorf products to the shopper.
Performance-based TTC System
- Implements and controls the customer TTC system in line with the Regional strategies
- Develop guidelines and framework which is based on pay for performance. Roll out TTC 3-year plan.
Customer Relationships - Develops broad based strategic business relationship across the customers to ensure an integrated business to business relationship.
Member of the Sales Leadership - Is a voice of sales in the Southern Africa Sales Team and ensures cross functional collaboration within the organization.
KEY CHALLENGES
- Define and implement, in collaboration with the S&CM Manager, a go-to market strategy that adjusts to changing shopping behaviour across various channels.
- Define strategy to protect/increase net pricing in a retailer environment.
SUCCESS - Build a strong sales team that is agile to deal with a changing retailer environment and changing shopper habi
This role reports to Sales Director and Manages a team of 6 National KAMs
Your Profile
- Education- BComm Degree or suitable tertiary qualificatio
- Experience - Minimum of 10 years Key Accounts experience at an FMCG Company
- Experience in leading a tea
- Skills- PC/IT: Computer literate i.e. proficient in Microsoft office (Excel, Word, Power point
- Abilities: High degree of analytical capability, Effective conflict management, Strong negotiations skills
A “can do” attitude/spirit,
- Must be an excellent verbal & written communicator with impressive presentation skills
- An international mindset is an advantage, covering aspects of open willingness to change, and a holistic view
- People person, who’s gregarious, assertive and tenacious
- Solid management and inspirational leadership skills
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