Job Vacancies at Danone

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.

Qualification(s):

• 3-year suitable degree

Experience:

• 3 years National Key Account Management experience
• 3 years previous Field Sales experience dealing with Key Accounts a must.

Reason for Essential qualification & Skills:

• Senior Customer Management Role within Key Accounts. Strong Commercial understanding / Business Acumen / Negotiation Skills / Supply Chain knowledge / Strategic Thinking

State specific complexities within the role:

• Customer Alignment
• Internal & External Stakeholder Management
• Financial Accountability - Analytical Skills / Commercial Acumen
• Negotiations Skills - Collaboration & Influence across Customer & Internal
• Strong Systems Management through process

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Strategy and Planning

• KPIs to monitor and improve the efficiency of the Order to Invoice process.    
• Set-up and monitor KPIs to improve the efficiency of the Order to Invoice process (owned by the business) and the Invoice to Cash or Payment process (owned by the AR, Cash Collectors and TTM teams). Focus on the root of claims to solve them and in the resolution process to have a correct and clean AR balance.
• Drive change and lead the implementation of best practice.
• Support in the cash forecast
• Support FBU in Cash Forecast with organic cash generation and risk and opportunities assessment

Ensure the control of the credit risk with the customers!

• Manage solvency checks and if necessary, credit insurances.
• Guarantee an effective internal control system in the O2C and TTM process.
• Take accountability for maintaining the average level of days of sales outstanding targets
• Take accountability for maintaining and reducing the level of 90 days plus outstanding
• As part of credit management, monitor acceptable level of bad debt write-offs
• Manage credit management costs for the year within budget
• Escalate credit issues to the Sales teams for resolution

Month end and Reporting

• Ensure that cash allocations are captured in the correct period
• Timeously closure of the AR books and revenue recognition
• Provisions are adequate and supported
• Challenge CBU landing cash options and apply last call if necessary in accordance with FD CBS or Head of Financial Control.
• Consolidate standard weekly and monthly reports on behalf of the team (Credit sales, Cash sales, DSO, Legal book, Provisions, Claims etc.)

Relationship Building

• Establish and maintain customer satisfaction and appropriate customer relationships externally
• Ensure cross-functional co-operation through maintenance of constructive relations between departments
• (CBU Business Planning, Sales and Supply Chain)

 Drive individual and team performance improvement.

• Lead the team to deliver of company targets and objectives as well as internal KPI’s
• Continuous management and motivation of the team
• Conduct internal performance management and IDP processes fairly and consistently, resulting in transparent succession planning and specific development areas
• Facilitate the setting of team objectives and provide guidance as needed
• Mentor and coach team members, as required
• Ensure appropriate training and development of Debtors Department to improve skills and customer service levels

 Projects and Enhancements

• Take accountability for the quality of the systems and processes within the department, and implement changes as required.
• Support in all AR efficiency projects
• Contribute to lead finance projects.

Management of AR, Cash collections and TTM systems

• Support the AR, Cash collectors and TTM clerks where necessary with customer invoice processing, customer payments, query resolution and deductions. Oversee their work to ensure proper review and compliance.
• Oversee the management of the AR, Cash Collectors and TTM systems and manage relationship with the IS team.

ACADEMIC AND TRADE QUALIFICATIONS:

•   Relevant financial diploma ( Bachelor’s Degree would be an added advantage)

WORK EXPERIENCE AND SKILLS:

• At least 6 to 8 years’ experience in a senior role in credit management. 
• 5 years in FMCG credit management.
• SAP experience
• Management of large teams
• Team development
• Experience with Electronic data interchange, automation/digitilization projects
• A working knowledge of credit-related law
• Proficient in MS Office: Excel, Work, Outlook, PowerPoint