Fresh Vacancies at Danone

KEY AREAS OF RESPONSIBILITY

CUSTOMER / SHOPPER UNDERSTANDING & INSIGHTS

• Analyzes all relevant information and identifies opportunities in line with Shopper by Customer
• Assesses Customer Shopper Missions and puts forward recommendations to drive Promotional Plan
• Understands the Shopper missions and aligns instore execution opportunities with CP&I

CATEGORY GROWTH SPACES & SELLING STORY DEVELOPMENT

• Uses data on Category / Segment Performance to assess the Category within the Customer (Nielsens)
• Uses internal Growth Spaces in building the customer proposition alignment
• Uses simple analytical tools to build Range & Merchandising recommendations – MSL by Cluster
• Insights Knowledge (Spar Specific) to leverage against opportunities.

PROFITABLE REVENUE GROWTH MANAGEMENT

• Post Analysis of promotion against identified ROI% and CO% requirements
• Price indexing versus Competitors across different segments
• Analyzes and tracks investments within Customer against SKU and gives input into MIX/Pricing/Promotion
• Full P&L understanding – know which triggers to use to influence outcome
• Adherence to PRGM principles and guidelines

CUSTOMER MANAGEMENT

• Owns the Customer Relationship at a National Key Account Level and across Region
• Prepares Customer Reviews for Discussion Monthly and Review, using insights to drive growth
• Uses Customer specific data / Category & Shopper data as inputs
• Prepares for each important negotiation, identifying ‘Must Gets’, ‘Wish List’ and ‘Concessions’
• Manages all Pricing (Externally and Internally) in line with process – Tally Accrual Process
• Managing the Customers Budgeted Spend Process in TTM in line with policy
• Co-ordinate trading term proposals in line with process
• Captures claims within TTM
• Manages events and implements projects efficiently – Trade Shows / Customer Events
• Developing briefing docs for Sales force/Agent execution
• NPD – All PDF’s; Prop Docs; Listing Trackers; Trade Presenters

KEY BANNER NEGOTIATIONS

• Each Customer within this portfolio has various Buying Groups that operate within them.
• Key Interaction and leveraging opportunity with these Banners, is key to success.
• Across Regions within South Africa           

SYSTEMS MANAGEMENT & REPORTING

• Monitor SOH / Sales Out Data / CSL / Distribution / Pricing
• Captures all Pricing Deals in both Internal and Customer Systems
• Demand Management Ownership – Monthly alignment on Rolling forecast in line with expected Volume sales M-1 at a 85% Forecast Bias Accuracy.

ABOUT YOU

• Work in an ever-changing environment – Flexibility and a can do attitude
• Can navigate independently
• Thinking on your feet and working in an agile environment
• Creates a Meaningful future by challenging , driving transformation & co-building a compelling Vision
• Opens connections inside and outside by building, influencing and mobilising stakeholders through own convictions
• Drives for sustainable results by delivering value for Danone, customers & communities with high standards, taking accountability and making the right decisions
• Empowers self & diverse teams by fostering collective impact through teamwork & diversity, assessing fairly, caring and developing people
• Self-ware by maintain self- balance and understanding self and strive for development

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ABOUT THE JOB

• The Head of Field Sales will develop the overall sales strategy to position the organisation for long term growth of core products and direct the overall execution of the Portfolio in the point of sales. This role will set and align the objectives, goals and plans for targeted revenue generation for the Field sales teams to Danone’s overall vision and objectives.

Planning for Sales Effectiveness

• Analyses the 3-year strategic plan and identifies growth levers and sales priorities
• Integrates the overall Commercial strategic plan into the construction of the sales growth plan
• Cascades the sales growth plan and priorities to Regional Managers, and consistently tracks the execution to ensure achievement of the objectives.
• Sets the sales targets.

Sales Execution

• Ensure that sales service packages deliver on the agreed objectives
• Consistently monitor progress against sales targets
• Manage the success of Field Sales throughout South Africa
• Through the Regional Managers, aligns the teams with brand priorities and in-store execution requirements
• Approve the execution of new product opportunities, promotions and point-of-sale solutions
• Communicate the performance of brands, pricing, promotions and launches
• Evaluate sales, promotion, competition and market information and distributes for the improvement of sales performance
• Formulate and administer sales incentives for the teams, working within prescribed budgets

Relationship Building

• Nurtures high-level relationships with suppliers, customers and other stakeholders
• Negotiate and manage large corporate accounts at a national level, ensuring that commercial agreements are in line with the sales policies
• Build and develop strong business relationships with new and existing channels
• Access the national marketing strategy and incorporate into sales plans to increase customer acquisition and retention

Management and Leadership

• Manage and motivate the team in the delivery of strategic objectives
• Conduct internal performance management and IDP processes fairly and consistently, resulting in transparent succession planning and specific development areas
• Mentor and coach Regional Managers, as required
• Own WISE Agenda for National Field Sales

Finance and Budget

• Direct the activities of the Regional Managers to stay within budget, but be accountable to the Commercial Director for the successful management of the budget
• Analyse the P&L of the brand, and drive profitability through the achievement of the short-term objectives and plans

ABOUT YOU

ACADEMIC AND TRADE QUALIFICATIONS:

• 3-year Sales, Marketing or Business-related qualification

WORK EXPERIENCE AND SKILLS:

• 8 years in a sales environment, with a clear understanding and working knowledge of the pre-determined informal and formal channels of the FMCG environment.
• Strong sales management background in FMCG with a proven track record in growing market share and meeting and exceeding sales targets
• Demonstrated examples of developing and sustaining high performance teams
• Experienced negotiating skills
• Commercial acumen, and proven ability to maintain tight budget controls
• Strong customer relationship building skills
• Computer skills (MS Office, Powerpoint and Excel)
• Presentation skills
• Internal and external customer service skills

PERSONAL CHARACTERISTICS AND BEHAVIOURAL TRAITS:

• Strategic thinking and problem solving abilities
• Flexible and adaptable to change
• Interpersonal skills
• Strong leadership abilities
• Goal-oriented, with a commitment to achieve targets
• Action-oriented
• Creative
• Analytical, with a high attention to detail
• Ambitious and driven to succeed
• Passionate about the product / product portfolio
• Ability to stay focused and clear-minded under pressure
• Resilient
• Professionalism in the execution of all outlined duties