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About the role:

• You will be part of the sales team responsible for the development and implementation of business plans that will deliver on the P&L requirements of the company. The main purpose of this position is to ensure volume, value, distribution and share growth within the channels. Additionally, you will manage agents to drive distribution within buying groups and develop New Accounts.

Responsibilities:

• Lead the Joint Business Planning from beginning to end.
• Align the JBP with Corplan objectives.
• Achieve set market share targets within selected categories.
• Builds and develops plans within the customer mix to deliver the required account volume and profit objectives for the overall Company
• Strong cross functional influencing skills required in order to drive customer marketing and category management initiatives within South Africa.
• Manage Customer P&L to deliver financial objectives (Sales and GTN).
• Deliver and implement distribution plans to increase numeric distribution in current and new outlets.
• Manage agents operationally
• Ensure operational excellence of all planned activities
• Regular feedback to SCJ on the state of business in SA.
• Develop and monitor forecast volume accuracy monthly
• Monthly business analysis and implementation course corrections

Experience you’ll bring:

• At least 3 - 5years with most of the years in key accounts
• Strong business acumen and analytical skills
• P&L management
• Microsoft and AC Nielsen. SAP (BW) an advantage
• Behaviors you’ll need:
• Ability to manage processes and deliver to deadlines
• Deliver winning results
• Strong communication skills, working with all levels within a cross functional organisation

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Role Overview

• The Senior Associate will be responsible for driving commercial execution within the Wholesale Channel, reporting into the Wholesale Channel Manager. The role will focus on Buying Groups and Independent Wholesale, supporting strategic initiatives including trade shows, product launches, and in-store activations. Key deliverables include volume growth, margin improvement, and expanding distribution.

Key Responsibilities

• Deliver Volume and Distribution Targets
• Manage Relationship with Buying Groups and Independent Wholesale
• Coordinate with Field Ops to mobilize sales reps and ensure ground-level support.
• Collaborate with Customer Marketing to secure investment and deploy POSM/FSUs.
• Develop and implement execution plans for top 80–100 stores, including gondola ends.
• Support product launches through targeted wholesale strategies.
• Track and report on execution performance, including volume, margin, and distribution KPIs.
• Engage with cross-functional teams to manage activity grids and support.
• Work with Sales OPS to build and manage joint business plans and customer strategy.
• Manage P&L/financial objectives based on budgets.
• Oversee sales in/sales out, profitability, and gross-to-net (trade spend).

Key Deliverables

• Volume Growth: Drive incremental case volume through targeted execution and promotional activity.
• Margin Objectives: Ensure profitability through effective investment management and customer mix.
• Distribution Expansion: Build numeric and weighted distribution across priority wholesale outlets.

Wholesale Experience Required

• Experience working with Buying Groups’, UMS IBC (Independent Buying Consortium), ATM (Associated Trade Merchants).
• Exposure to Independent Wholesale: E.g. Conti, Africa Cash & Carry, Arrow, Kit Kat Group

Required Qualifications

• Education: Bachelor’s degree in Business, Marketing, or a related field.
• Experience: Minimum 5 years in FMCG sales or wholesale channel management, with proven experience in executing trade marketing initiatives and managing wholesale accounts.

Skills & Competencies

• Strong commercial acumen and negotiation skills.
• Ability to manage cross-functional teams and field operations.
• Proficiency in sales reporting and performance tracking.
• Excellent communication and stakeholder engagement skills.
• Experience in managing POSM and in-store execution strategies.