Route to Market Specialist - Klerksdorp at The Heineken Company

Key Responsibilities

• 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 NewCo joint 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 with Sebenzela.
• Understanding Excellent Outlet Execution Guidelines.
• Manage/comply Account/Customer information confidentiality.

Key Attributes and Competencies

• Entrepreneurial Drive
• Well rounded Commercial Acumen
• Persuasiveness and well developed selling ability.
• Excellent verbal ability and communication skills.
• Ability to plan effectively and execute plans.
• Sound interpersonal skills, creativity and ability to mix with other people.
• Ability to apply self-management practices.
• Ability to manage territory. · Strong achievement orientation