Senior Business Development Manager at Danone

ABOUT THE JOB

• To develop and manage long and short term export-focused sales, marketing and distribution of Danone’s Export business, to support the overall objectives of the African Expansion strategy.

KEY AREAS OF RESPONSIBILITY 

Planning

•  Develop and implement the growth plan for exports per country
•  Support the development of channel and customer plans by distributors, ensuring they align to the overall country plan.
•  Develop the tactical activation plan per channel, for each country
•  Develop the Key Account and Trade Marketing co-operative spend plan with relevant stakeholders in the commercial team
•  Take the lead for execution and execution management, in country
•  Monthly forecasting against stockholding, sales, arrivals and adjustments of stock

Delivery

•  Drive volume, value and profitability through distributors to increase penetration and deliver on targets
•  Confirm monthly scheduled orders and co-ordinate Supply Chain to meet the need
•  Ensure that the stock in distributor depots is sufficient to meet in-market demand
•  Drive and monitor execution targets with each distributor, to ensure continuous achievement of targets
•  Lead the implementation of ad hoc projects into Africa, as required
•  Plan with local commercial team on Key account agreements in shared accounts
•  Manage the availability of correct portfolio with correct pricing strategy and promotional support for each country
•  Determine size of the category within each market

Activation

•  Receive promotion material and mechanics from Marketing, and agree activation plans for all trade programs with Distributors
•  Sell the activations into the trade and major key accounts
•  Develop a KPI scorecard including service levels, distribution, price management and promotional support for each distributor
•  Manage the distributors in each country to ensure that all the agreed plans are activated at the correct intensity
•  Hold the distributors accountable for successful activation of the agreed plans and KPI plans.
•  Interact with all media agencies, for both ATL and BTL promotions to ensure that the relevant activation is executed correctly

Finance and Budget

•  Manage a budget for in-country expenses, such as travel, cellphone and entertainment
•  Develop a country-level budget plan for activations and promotions, co-operative spend, and rebates
•  Continuously identify and implement financial efficiency opportunities within own cost drivers
•  Execute within the budget constraints
•  Reconcile monthly, YTD and YTG activation spends.

Leadership and Management

•  Lead the Sales and Distribution activities in the distributors, and maintain a high performance and engaged culture within their teams
•  Take accountability for the development of distributor teams as required, including coaching and training them on sales, trade marketing, category management, stock management, pricing, profit stories etc
•  Guide distributors on managing the performance within their teams
•  Become the Brand Champion within the Distributors’ teams

Reporting

•  Submit monthly Distributor and Country reviews to the AE Manager and Commercial Director
•  Give feedback against the monthly budget (spend and sales performance) tracker
•  Monthly DPF (Demand Performance Forecasting), clear, correct and communicated in time.

ABOUT YOU
LEVEL OF COMPETENCE REQUIRED

•  Country Growth Plans YES
•  Channel Planning with distributors YES
•  Forecasting YES
•  Co-ordinate with Supply Chain YES
•  Stock Planning YES
•  Portfolio Planning YES
•  Pricing Strategy YES
•  KPI Management YES
•  Budgets YES
•  Development of Distributor Teams YES
•  Business Reporting YES

ACADEMIC AND TRADE QUALIFICATIONS           

•  Commerce qualification, focused on Marketing or Sales
•  Ability to speak Portuguese or French is preferable.

WORK EXPERIENCE AND SKILLS

•  Minimum of 5-10 years’ experience in commercial/sales/marketing
•  Distributor management experience an advantage
•  Proven success in commercial-focused environment
•  Proven track record in an FMCG Sales and Commercial environment
•  Previous working experience with or within other African countries is an advantage
•  Problem solving ablity to make decisions regarding complex and medium term business problems (4 – 12 month view).
•  Up to 4 months training will be required to fully master the competencies of this role.

PERSONAL CHARACTERISTICS AND BEHAVIOURAL TRAITS          

•  Goal-oriented individual
•  Action-oriented individual
•  Pragmatic
•  High levels of resilience
•  Cultural flexibility
•  Potential to develop into a more senior role
•  Ability to work independently
•  Passion for developing and growing new markets