Regional RTC Deployment Manager (Johannesburg) at The Heineken Company

KEY RESULT AREAS

Route to Consumer Strategy & Execution:

• Develop and implement a comprehensive, region-specific Route to Consumer strategy
• Manage and optimize the digital and physical sales channels to drive fragmented customer acquisition and retention.
• Ensure seamless integration of digital platforms and tools to enhance the customer purchasing experience.
• Monitor the performance of active deployment outlets vs. targets and non-participating

Digital Transformation & Innovation:

• Drive the adoption of the eazle platform, mobile apps (CMD), and eazle club to improve customer reach and autonomous adoption.
• Leverage data analytics and customer insights to inform decisions and enhance the customer journey.
• Stay abreast of digital trends and emerging technologies that could impact the Route to Consumer strategy.

Sales & Channel Performance:

• Evaluates the GRIP data and translates this into performance metrics and actions for the region
• Monitor and analyze the performance of various sales and distribution channels (both RTM and Direct).
• Identify and implement improvements for sales performance, ensuring that the eazle channel complements the touchpoint strategy and operations
• Work closely with the regional sales and supply team to ensure that all sales strategies are aligned with digital capabilities and goals.

Collaboration & Stakeholder Management:

• Collaborate with RTC control tower, sales, supply, digital teams and RTM to ensure a unified approach to the market.
• Liaise with key regional stakeholders, distributors and third-party platforms, to ensure optimal fragmented customer reach.
• Provide ongoing training and support for internal teams and partners on digital tools and strategies.
• Coach the Sales Consultants on Sales best practice

Customer Centricity:

• Support’s HBSA in reaching Voice of Customer Coverage (80% of REV, >25% response rate, Closing the loop)
• Work on solutions for pain points
• Utilize eazle and analytics to gather actionable insights on customer behavior and preferences.
• Provide regular reports on the performance of the route to consumer strategy, highlighting successes and areas for improvement.
• Ensure data-driven decision-making and insights applied across all touchpoints of the customer journey.

Budget & Resource Management:

• Develop and manage the budget for Route to Consumer initiatives, ensuring optimal allocation of resources
• Ensure the efficient use of resources to maximize the ROI of digital investments
• Plan and direct the hiring and training of new ISS and Deployment reps

EDUCATIONAL QUALIFICATIONS

• A formal tertiary qualification (Degree/Diploma) in Sales, Marketing or related field

PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES

• 5+ years sales management experience.
• Relevant experience within the Alcoholic Beverage or broader FMCG industry, in the RSA fragmented trade would be preferable.
• The ability to identify and define problems and make balanced and sound decisions.
• Proven track record of meeting or exceeding sales targets
• Strong numerical and business acumen experience
• High levels of energy, persistence, drive as well as a sense of urgency.
• The ability to work optimally in a high performance and competitive environment.
• Exceptional planning and execution skills/capabilities.
• Excellent negotiating skills to gain commitment to solutions by using your influencing and networking skills.
• Have a passion for customer service by making clients and their needs a primary focus.
• Ability to coach, facilitate, inspire, transform, and lead your team towards a shared goal and vision.
• Ability to communicate effectively across all levels and manage customer relationships.