Route to Market Manager at Tiger Brands

Job Description
THE JOB AT A GLANCE

• The role of the Route to Market Manager is to identify and drive growth and value creation opportunities within and across Tiger’s General Trade (GT) channel. Through focused analysis of gaps, trends, competitors and demand shifts, the Route to Market Manager will provide fact and insight-based solutions aligned with Tiger’s overall channel strategy and execute these solutions through the effective management of GT projects. The solutions will include aspects of upskilling Sales Representatives, Customer Managers, and potentially third-party support in the channel.

Responsibilities
WHAT YOU WILL DO

• Determine the methodology and inputs required to conduct channel analysis. Produce GT insights by reviewing the performance of each category, including assessing opportunities and threats within that category, and understand any wider trends that might be impacting performance
• Use your detailed insight into, and understanding of, the General Trade channel to play a pivotal role in the setting of the Sales Strategy for this specific channel. Influence stakeholders across the organisation to aid the understanding of the specific difficulties faced around GT and the optimum approach to overcoming them.
• Evaluate whether the GT channel is losing or gaining relevance, and benchmark against the performance of competitors
• Seek to enhance the Tiger route to market offering, ensuring consistency across outlets as well as the prioritisation of Tiger Brands as the go to product for 3rd party distributors
• Develop and manage relationships with potential information service providers to better understand the
• General Trade
• Produce project progress reports detailing the impact and effectiveness of GT initiatives. You should be looking to quickly and effectively course correct when necessary
• Work with the People Team and Strategy & Capability Director to design, develop, and deploy training and information to enhance the Sales Representative and Customer Manager offering. Focus on translating the training and development into improved reach, penetration through better customer understanding, intimacy, and ultimately satisfaction

WHAT YOU WILL BE MEASURED ON

• Top Line growth in the General Trade channel
• Penetration of the General Trade channel
• Training designed and delivered to Tiger staff members
• Market share and weighted distribution

Qualifications
WHAT YOU’LL BRING TO THE TABLE
Competencies

• Delivering Long Term Results  – Proven ability to create long term value through targeted initiatives
• Thinking Innovation – Driving the investigation of large pools of data to uncover the insights and salient points that categorise the appropriate trends
• Leading with Vision – Ability to gather and energise individuals toward a specific objective

Experience

• Commercial Degree or equivalent
• 5-10 years working within FMCG environment as a Channel Manager
• Route-to-Market expertise
• Specific experience of working within the General Trade channel of a developing market (Africa preferable)