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  • Posted: Nov 20, 2019
    Deadline: Not specified
  • Distell is a great company rooted in South Africa, crafting leading liquor brands for people to enjoy responsibly at every occasion the world over. We create exceptional brands with strong consumer focus offering real value for money across the pricing continuum. Distell Group Limited is Africa’s leading producer and marketer of spirits, fine wines, ci...
    Read more about this company

    Price & Revenue Growth Manager

    This individual will be the focal point for the dimensions of optimal RTM pricing, promotional effectiveness and trade by engaging in the following activities:

    • Facilitating interdepartmental communication and sharing of best practices
    • Supporting commercial functions in ad hoc requests relating to price, trade and promotional effectiveness responses
    • Contributing to the overall strategy and ensuring positive impact by providing detailed analyses to assist the relevant General Managers of each region in their decisions
    • Bringing visibility, transparency, and analytical rigor to the department

    Key Customers Relationships (internal And External)

    • Line Management
    • Leadership Team
    • Finance Departments
    • Global marketing
    • Marketing
    • Procurement
    • Research agencies

    Key Responsibilities And Functional KPl's

    Price Tracking and lncrease Preparation

    • Preparing analyses for price list and price policy discussions
    • Support to maintain and disseminating monthly “pricing scorecards”
    • Support design of regression and conjoint analysis to inform medium-term brand positioning aspirations.
    • Preparing analyses for price list and price policy discussions
    • Use regression and conjoint analysis to best position Distell brand pricing in context of portfolio strategy, product volume, margin & competitor pricing behaviours.
    • Financial modeling: Position the portfolio to extract maximum GI and to optimise mix by pack, brand, occasion, geography, channel & category.

    Execution of Price lncreases

    • Execute price increases via General Managers and their respective sales force, monitor execution & issue corrective actions.
    • Mitigate the unknown excise risk per business unit.
    • Create structured commercial arguments to empower sales force to drive sales, execute on strategy & build credible, enduring relationships with their customers.
    • Create & communicate supporting materials (Trade Terms; Promo Guidelines; Pricing Strategy Tables; Q&A; Excise Q&A; Letters to Trade & summaries of the salient points of the increase, to ensure all functions are aligned

    Capability Building within the Business

    • Create relevant training materials to up-skill the sales force; marketing; channel; group accounts in commercial aptitude and global best practice
    • Run relevant workshops to ensure capability is developed and feedback incorporated into further initiatives.
    • Create tools and communicate within key business segments on best practice usage.

    Promotional Effectiveness

    • Evaluate promotional tactics and effectiveness on an on-going basis.
    • Create, populate & maintain promotional effectiveness scorecards, communicate results & develop a set of best practice criteria.
    • Drive development of promotional tools (IT & big data solutions)
    • Support sales force in tailoring promotions to fit Distell & customer’s interests.

    Trade Terms

    • Monitor and evaluate Trade Investment tactics and strategy on an on-going basis.
    • Consolidate and create regular reports on Trade Investment (by customer, category, and brand).
    • Analyze effectiveness of individual Trade Investment elements, optimizing for future application.
    • Support business in customer segmentation and alignment of Trade Investment strategy.
    • Provide analytical support for sales in Trade Investment decisions.

    Tactical Initiatives

    • Create and execute tactical pricing initiatives.
    • Bring to market tactical packs, following opportunity identification.
    • Monitor and course correct where required. Identify variances from plan.

    Price Compliance

    • Synthesize price compliance data into key business metrics. (Playing a consulting role to SFA)
    • Develop system tools to enable self-reporting by sales functions within the business.
    • Monitor price compliance and issue corrective action where required.
    • Identify gaps in price compliance, by rep & outlet, and opportunities at a channel/geography level.

    Ad Hoc

    • Advise on commercial viability of innovations; identify risks & suggest mitigating action; recommend pricing to extract maximum value and volume.
    • Ad hoc support roles to sales, brand & trade marketing functions
    • Exception manager for portfolio rationalization and portfolio maintenance
    • Commercial viability of new product development and business case sign off

    Competency Profile


    • Relevant Commercial degree (e.g. mathematics, economics, finance) that requires extensive quantitative knowledge
    • Post graduate qualification or professional accredited qualification will be advantageous

    Relevant Experience

    • 10 years' experience within the FMCG environment across the full value chain is preferred
    • The candidate must be willing to travel extensively
    • Sales, commercial and marketing management experience, specifically with:
    • Similar size budgets
    • In depth industry knowledge
    • Internal and external customers


    • MS Office Suite (Word, Advanced Excel, PowerPoint, Outlook, SAP)
    • Sound presentation skills and time management
    • Budgetary control and cost control management
    • Strong project management skills
    • Strong analytic ability
    • Ability to work independently and under pressure

    go to method of application »

    Receivables Team Leader FMCG

    The purpose of this position will be to oversee a team of direct reports in the FMCG Team and to manage the overall credit function in order to minimise the risk of bad debt to the business. This will include managing price and stock claims, managing query resolution, executing credit initiatives, building and maintaining customer relationships and many other functions, as listed below.

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

    • Ensuring customers receive a statement reflecting outstanding invoices, credits passed, current amounts due and any outstanding amounts
    • Ensuring customer statements are reconciled back to SAP and credits are correctly generated
    • Ensuring Credit Controllers are correctly and accurately allocating payments made by customers
    • Analysing movements on all accounts on a weekly basis
    • Assessing accounts that are at sixty days plus to ensure that they do not exceed agreed credit targets
    • Ensuring customer queries are effectively dealt with and that the follow-up and finalisation of customer pay-backs occur where required
    • Overseeing the payment process for corporate customers to ensure that up-to date payments are made
    • Ensuring all payments are received and processed within month-end deadlines
    • Ensuring customer master workflows are actioned within the required timeframes
    • Overseeing the processing of all price claims on a monthly basis
    • Ensuring all claims are effectively dealt with
    • Projecting claim volumes and communicate with principals to develop processes to reduce
    • Ensuring all stock claims have been processed
    • Managing the age analysis for corporate accounts
    • Analysing cash tracking reports on SAP
    • Communicating with internal teams to set up processes to reduce the number of outstanding stock claims
    • Ensuring all month-end reports are completed accurately in line with agreed deadlines for distribution to the National Credit Manager
    • Managing SLAs with customers
    • Assessing opportunities to improve credit control procedures
    • Ensuring compliance with approved procedures through the performance of control checks on the credit team, etc.

    The successful candidate must have the following qualification, skills and experience:

    Minimum Qualification

    • B Com Accounting Degree, or an Honours in Accounting
    • Collections qualification form an approved body like the Institute for Credit Management (ICM). Preferably Credit Management level 3 or higher

    Relevant Skills And Experience

    • Management experience in sales driven In / Outbound Contact Centres and Credit Collections environment
    • Minimum 5 years managing an FMCG collections team (collection from big retails stores)
    • Minimum 5 years’ experience in contact centre management role, must include people management.
    • Thorough understanding of leadership skills, coaching methods, people management, sales generation and sales management, principles and practices of CIC management.
    • Thorough understanding of all business technologies, processes and principles in the CIC and how they inter relate and align.
    • Thorough understanding of interaction centre forecasting and work force management.
    • Thorough understanding of key measures of service, sales generation and its impact on interaction centre success in the context of CRM strategy and vision.
    • Sound knowledge of Sales, Marketing and Distribution / Supply Chain processes in manufacturing & distribution operations will be highly advantageous.
    • Previous experience in the wine and liquor manufacturing and distribution industry will be highly advantageous.
    • Excellent conflict Management and resolution skills.
    • Excellent verbal & written communication skills.
    • Excellent analytical skills. Understanding of financial principals and business management.
    • Excellent ability to facilitate and manage change.
    • Product and retail selling knowledge.
    • Innovative, resourceful and self-disciplined.

    go to method of application »

    Internship: Food Technology & Quality Management

    The intention is to give practical work experience to:

    • Students who are in their final year of study and require exposure in a work environment and require practical work experience in order to obtain their qualification.
    • Successful interns will be expected to enter into a full-time 12 month contract commencing on the 1st of February 2020 and terminating on the 31 January 2021.

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

    • Quality Assurance (Intrinsic & extrinsic quality control, Quality Management Systems, etc.)
    • Research
    • Production

    To qualify for selection and participation in this programme, candidates must satisfy the following criteria:

    • South African citizenship
    • Satisfactory academic record and in final year of obtaining relevant tertiary qualification (e.g. National Diploma in Food Technology; National Diploma in Analytical Chemistry; BSc Bio Technology, etc.).
    • Basic computer literacy (MS Word, Excel, Power Point, Outlook).
    • Sound communication and presentation skills.
    • Effective time management skills with the ability to multi-task and perform under pressure.
    • Ability to work in a team.
    • Ability to cope with the inherent physical demands of the position.
    • Willing and able to work extended hours.
    • Reliable transport to and from place of work.
    • Must be willing, able and committed to enter into and complete the 12 month internship programme.

    Prospective Interns Must Submit The Following

    • Covering letter/ Motivational letter
    • Curriculum vitae (CV)
    • Certified copy of tertiary academic record (progress report)
    • Certified copy of Grade 12 certificate
    • A letter from the tertiary institution stating the internship requirement and format for evaluation
    • Certified copies of Identity Document
    • Certified copies of drivers licence (if applicable)

    Method of Application

  • Send your application

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