Route-To-Market Sales Manager: KZN at Diageo

Job Description :

Purpose of Role

• To drive Volume, NSV and Market share growth through Diageo SA’s Route to Market partners, manage and monitor the Pricing, Availability and Distribution and Visibility of Diageo brands through Diageo SA’s 3rd Party Partners as well as building relationships with the 3rd party partners while ensuring they comply with all of Diageo’s CARM and GAR policies.

Top Accountabilities

Operational

• Develop Strategic plans and budgets for all Route to Market Partners which meets area guidelines and objectives.
• Cascade the Diageo SA strategic objectives into the Route to Market Partners to ensure “line of sight” or alignment.
• Lead the development of brands through trade marketing activities aligned the Diageo SA cycle plan, to achieve targets in terms of volume, market share and value.
• Identify business risks related to the Route to Market Partners and area, develop contingency plans to address them (opposition, AIT, Macro/Micro-Environment).
• Develop business cases for pricing, distribution expansion initiatives and other project to drive achievement of AOP.
• Call-age on all assigned RTMPs (min 5 calls per day) to negotiate and influence orders, or take opportunities based on market intel.
• Conduct monthly RTMPs reviews – scorecard and data driven.
• Monthly Execution measurement to be conducted in market area driven by a scorecard across all channels.

Leadership 

• Communicate and translate the Leadership standards into a “way of living” that inspires enthusiasm and commitment
• Establish clear goals consistent with Leadership standards, as well as clear roles and responsibilities for RTMPs.
• Empower and support team to drive high performance.
• Demonstrate high commitment to personal and team development allocating meaningful time and resources.
• RTMPs meetings and reviews held monthly
• To develop and roll out training material/requirements to Route to Market Partners

Management

• Mobilize resources to realize company AOP and Mission.
• Ensure regular monitoring of AOP and Mission.
• Ensure the implementation of common platforms and best practices in line with Diageo SA standards.
• Ensure effectiveness of controls over business processes and integrate Audit function as a real business partner. (CARM and GAR Compliancy through the line)
• Establish adequate security standards in order to protect company assets at the Route to Market Partners.
• Lead and control the internal environment of the company in accordance with Company Policies and in order to minimize business risks.
• Drive overall implementation of cycle plan in a timely manner. Take ownership of the OTIF of implementation of a cycle plan.
• Ensure timeous and accurate reports of opposition, illicit, market trends, volume trends and other market information on a daily, weekly, monthly, quarterly basis.
• Co-ordinate 3rd party of installation of POS in store by managing timelines of the customer and the supplier.
• Manage, monitor and measure RTMPs against global SHE policies. Reporting to be done annually.

Relationships

• Build a company corporate image whilst operating to the highest standards of business ethics, environmental, health and safety.
• Develop cross functional culture and support interaction across all levels of the company.
• Create sustainable investment contracts for business partners to strengthen the relationship.
• Manage Account relationships with the RTMPs. Aim to be their number 1 valued business partner.

Innovation

• Drive at least one innovation to implementation per quarter outside the innovation calendar. (Initiatives should be around, growing sales, doing things differently, growing share, NRM)

Qualifications and Experience Required

Qualifications

• Relevant Degree
• Valid Driver’s license.

Experience

• Minimum 5 years Sales experience
• Proven track record of performance and people leadership
• Commercial experience in FMCG is advantageous
• Market and Competitor Knowledge
• Customer Understanding