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  • Posted: November 20, 2019
    Deadline: Not specified
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  • Distell is a great company rooted in South Africa, crafting leading liquor brands for people to enjoy responsibly at every occasion the world over. We create exceptional brands with strong consumer focus offering real value for money across the pricing continuum. Distell Group Limited is Africa’s leading producer and marketer of spirits, fine wines, c...
    Read more about this company

    Price & Revenue Growth Manager

    This individual will be the focal point for the dimensions of optimal RTM pricing, promotional effectiveness and trade by engaging in the following activities:

    • Facilitating interdepartmental communication and sharing of best practices
    • Supporting commercial functions in ad hoc requests relating to price, trade and promotional effectiveness responses
    • Contributing to the overall strategy and ensuring positive impact by providing detailed analyses to assist the relevant General Managers of each region in their decisions
    • Bringing visibility, transparency, and analytical rigor to the department

    Key Customers Relationships (internal And External)

    • Line Management
    • Leadership Team
    • Finance Departments
    • Global marketing
    • Marketing
    • Procurement
    • Research agencies

    Key Responsibilities And Functional KPl's

    Price Tracking and lncrease Preparation

    • Preparing analyses for price list and price policy discussions
    • Support to maintain and disseminating monthly “pricing scorecards”
    • Support design of regression and conjoint analysis to inform medium-term brand positioning aspirations.
    • Preparing analyses for price list and price policy discussions
    • Use regression and conjoint analysis to best position Distell brand pricing in context of portfolio strategy, product volume, margin & competitor pricing behaviours.
    • Financial modeling: Position the portfolio to extract maximum GI and to optimise mix by pack, brand, occasion, geography, channel & category.

    Execution of Price lncreases

    • Execute price increases via General Managers and their respective sales force, monitor execution & issue corrective actions.
    • Mitigate the unknown excise risk per business unit.
    • Create structured commercial arguments to empower sales force to drive sales, execute on strategy & build credible, enduring relationships with their customers.
    • Create & communicate supporting materials (Trade Terms; Promo Guidelines; Pricing Strategy Tables; Q&A; Excise Q&A; Letters to Trade & summaries of the salient points of the increase, to ensure all functions are aligned

    Capability Building within the Business

    • Create relevant training materials to up-skill the sales force; marketing; channel; group accounts in commercial aptitude and global best practice
    • Run relevant workshops to ensure capability is developed and feedback incorporated into further initiatives.
    • Create tools and communicate within key business segments on best practice usage.

    Promotional Effectiveness

    • Evaluate promotional tactics and effectiveness on an on-going basis.
    • Create, populate & maintain promotional effectiveness scorecards, communicate results & develop a set of best practice criteria.
    • Drive development of promotional tools (IT & big data solutions)
    • Support sales force in tailoring promotions to fit Distell & customer’s interests.

    Trade Terms

    • Monitor and evaluate Trade Investment tactics and strategy on an on-going basis.
    • Consolidate and create regular reports on Trade Investment (by customer, category, and brand).
    • Analyze effectiveness of individual Trade Investment elements, optimizing for future application.
    • Support business in customer segmentation and alignment of Trade Investment strategy.
    • Provide analytical support for sales in Trade Investment decisions.

    Tactical Initiatives

    • Create and execute tactical pricing initiatives.
    • Bring to market tactical packs, following opportunity identification.
    • Monitor and course correct where required. Identify variances from plan.

    Price Compliance

    • Synthesize price compliance data into key business metrics. (Playing a consulting role to SFA)
    • Develop system tools to enable self-reporting by sales functions within the business.
    • Monitor price compliance and issue corrective action where required.
    • Identify gaps in price compliance, by rep & outlet, and opportunities at a channel/geography level.

    Ad Hoc

    • Advise on commercial viability of innovations; identify risks & suggest mitigating action; recommend pricing to extract maximum value and volume.
    • Ad hoc support roles to sales, brand & trade marketing functions
    • Exception manager for portfolio rationalization and portfolio maintenance
    • Commercial viability of new product development and business case sign off

    Competency Profile

    Education

    • Relevant Commercial degree (e.g. mathematics, economics, finance) that requires extensive quantitative knowledge
    • Post graduate qualification or professional accredited qualification will be advantageous

    Relevant Experience

    • 10 years' experience within the FMCG environment across the full value chain is preferred
    • The candidate must be willing to travel extensively
    • Sales, commercial and marketing management experience, specifically with:
    • Similar size budgets
    • In depth industry knowledge
    • Internal and external customers

    Skills

    • MS Office Suite (Word, Advanced Excel, PowerPoint, Outlook, SAP)
    • Sound presentation skills and time management
    • Budgetary control and cost control management
    • Strong project management skills
    • Strong analytic ability
    • Ability to work independently and under pressure

    Method of Application

    Interested and qualified? Go to Distell on careers.distell.co.za to apply
  • MYJOBMAG.CO.ZA
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