Route to Market Specialist - Empangeni at The Heineken Company

Key Performance Areas would include, but are not limited to: 

• Determine the most crucial needs of the RTM customers and carries out activities in collaboration with colleagues to ensure that these clients receive first-class customer care and service. 
• Propose a strategy and objectives to manage the various RTM accounts and implements these upon approval by the Divisional Manager. 
• Conducts continuous market analysis and research on the dynamics of the account, seek new opportunities for growth, defines a documented route to consumer plan and understands the volume flow. 
• Manages adherence to Trading Term contracts and conducts regular customer account reviews to analyse opportunities and improve performance. 
• To be a trusted advisor, manages conflict and comes up with effective negotiation and sales strategies by RTM account. 
• Effectively use trade maths and analytical skills to drive commercial conversations with customers. 
• Manage stock cover ensuring no incidence of out of stock and manages Quality of stock according to HEINEKEN global rules. 
• Work with our External Service Providers to pull stock out of these outlets 
• Takes full responsibility for the assigned accounts volume, revenue and profitability targets. 
• Achieve sales volume and market share targets in the Wholesale and Distributor channels. 
• Implement the National/Regional/Divisional and team driven promotions according to the Trade Marketing Cycle Plan.  
• Seeding New Product Innovation and existing portfolio of brands. 
• Ensure Channel specific PICOS is effectively executed and entrenched within the channel. 
• Ensure BTL merchandising execution according to regional marketing plan. 
• Manage price to National recommended selling prices per segment guidelines. 
• Budget control and operational reporting. 

Relationship Management 

• Develop and manage sound customer relationships. 
• Sound internal key stakeholder relationships maintained. 
• Own the Business Plan/Trading Term agreement on outlet level. 
• Direct engagement with relevant National KAM’s on annual plans and quarterly reviews.   
• Handle customer and consumer complaints and queries. 
• Manage product quality according to HEINEKEN quality standards. 
• Manage sales administration requirements. 
• Weekly Engagement with Bulk Breaker team. 
• Weekly Third Party engagement. 
• Understanding Excellent Outlet Execution Guidelines. 
• Manage/comply Account/Customer information confidentiality. 

The successful candidate must have the following experience/skills: 

• A three year qualification in Commerce/Finance/ Marketing 
• 2+ years’ experience in an off trade sales position 
•  Proven Commercial and Analytical ability 
•  Experience within Route To Market and Wholesale Channel would be an advantage. 
•  Negotiation experience and certificates an advantage 
•  Excellent communication skills, able to deal with internal & external stakeholders