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• Reporting to Sale Director, the Manager, Retail Account Management is the Head of Modern Trade to responsible for all sales strategies for Modern Trade channel within assigned territories.

Essential Duties and Responsibilities:

• Manage and Lead the Retail Key account team, being responsible for delivering Objectives for Pick n Pay, Shoprite, Wallmart and Spar.
• Using Data and Account Insight, Identify Opportunities, develop strategic Account plans, Implement and Track Performance within his portfolio
• Develop Strategic customer relationships by ensuring Regular F2F Meetings at National and regional offices. Lead Quarterly Top2Top Meetings with Strategic customers and SCJ Leadership
• Ensure Promotional Grids are negotiated, confirmed and Promotional Performance is tracked. Manage Promotional and investment Spend according to the Trade Spend budget for the Total Portfolio.
• Manage PnL Objectives for the total portfolio to ensure that key Metrics are achieved. These Include Volume, Trade Spend, Delivered Profit Margin and Operating Margin.
• Build and foster an effective team, that delivers on commitments and by developing team capabilities in line with personal and company growth requirements.
• Develop strong internal/cross functional Networks, by ensuring Regular meetings with cross functional stake holders in order to support your respective objectives and plans.
• Be able to develop and present strong Joint Business Plans for all Key accounts. Strong presentation skills are required in order to develop and present a strong selling story to deliver on Key objectives.
• Be Strategic and external orientated in order to be able to use external trends to pro- actively be able to predict market/customer changes and trends in order to build accurate forecasts and foresee opportunities/Challenges.

Required Skills / Experience / Competencies:

• Minimum 10 years’ experience in modern trade within Fast Moving Consumer Goods (FMCG) industry (At associate manager or Above)
• Minimum 5 yrs experience in people management (Growing and leading teams)
• Strategic thinking, problem solving and decision making with good follow-up are key capabilities beside analytics
• Strong leadership, good interpersonal skills and proficient in building/maintaining relationships.
• Very strong financial acumen (PnL management) and analytical skills.
• Trade Marketing experience will be beneficial but not essential.
• Strong computer and Microsoft Office skills
• Should function well in small teams and Entrepreneurial in your ways, which will enable you to own the role and think out the box to navigate challenges.
   

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Overview:

•  To manage selective RSA Export Markets which include the likes of Mauritius, Botswana, Namibia, DRC, Angola, Zambia, Zimbabwe and Mozambique, by building in country relationships with distributors with the goal of implementing a comprehensive JBP which will deliver KPI’s (which include Nett Sales , IMS Growth, Delivered Profit Targets, Distribution Targets, Forecast Accuracy and Manage in Market Stock on Hand.) Operational deliverables will include implementing company objectives, such as Perfect store, FWD Share objectives, FOCO Execution, Price Increases and NPD launches.

Essential Duties and Responsibilities:

• Implement and Execute Joint Business plans.
• Manage Relationships with Distributors and key customers.
• Updating country cost to serve, by doing Value Chain Management
• Execution of Demand Planning Forecast for each country.
• Full Accountability of the Country PnL Obejctives(Which include Trade Spend, Nett Sales and Profit Target)

Experience you’ll bring:

• At least 3-5yrs years Sales Management experience in FMCG commercial Environment.
• Distributor Relationship Management.
• FMCG Related Key account experience 3 to 5yrs experience
• Minimum 3-5y year experience in Export Distributor management in Southern African Markets(Preferable but not essential)
• Customer Marketing experience would be advantageous

Behaviors you’ll need:

• Strong management/people skills
• Accountability and ownership
• Ability to work under pressure
• Excellent communication at business level coupled with negotiation skills
• Results driven
   

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About the role

As Retail Account Lead you will:

• Engage with cross functional teams to manage activity grids and Support.
• Manage Key Accounts team to achieve Key Financial KPI’s.
• Manage Field Ops team to achieve Forward share target, FOCO execution and regional Sales Targets.
• Work with Sales OPS team, to Build and manage Joint Business plans and customer strategy.
• Build a performance driven team, that work towards achieving company KPI’s.
• Manage PNL/Financial objectives based on budgets.

Responsibilities:

• Manage Retail Accounts Team (Spar), to Deliver:
• Sales in/Sales out, Profitability, Gross to Net( Trade Spend).
• Manage National Field Ops team:
• Manage Regional Team in order to Execute Score card (Forward Share, Regional Sales Targets, Execution of FOCO activity and driving Distribution)

Experience you’ll bring:

• 5yrs plus experience in Managing National Retail Key Accounts.
• 3 to 5yrs Experience in Direct Team Management and managing National/Regional Teams.
• Experience in Negotiating National Trading Terms and Managing National/Regional Grids.
• A Solid History of Managing Sales in/Sales Out, Driving Distribution and achieve Financial KPI’s.

Behaviors you’ll need:

• Field Operations and Agents Management experience will be an advantage.
• Background of having Good Trade Relationships and a Strong history of Customer Relationships within FMCG.
• Ability to Build Joint Business Plans, by working with cross functional Teams and able to Execute/Track it with customer.