Latest Opportunities at Mars

Job Description:

Everything we do is driven by our passion for the health and wellbeing of every cat and dog. You can now join us at Royal Canin on this mission. Our deep understanding of cats and dogs needs makes it possible for us to design the world's most precise pet health nutrition. We never stop learning and never take anything for granted. That’s why we collaborate with leading scientific, veterinary and behavioral experts, breeders and other pet professionals and maintain an ongoing dialogue with cat and dog owners worldwide.

This position is responsible for the development and implementation of processes for Indirect categories within Royal Canin South Africa and Arcturus South Africa. This includes but is not limited to understanding key market drivers & the development of sourcing strategies, contract negotiations and reviews, obtaining contract approvals, forecasting, value engineering, managing supplier relationships and delivering improvements in areas such as cost, cash, quality, service and innovation to meet the overall business goals and objectives.

What are we looking for?

• Bachelors degree in Purchasing or Supply Chain or equivalent
• 4-5 years of experience in an indirect strategic procurement environment (Indirect portfolio strategy development and execution - non-negotiable).
• Cost modeling/formula price modeling experience
• Strong numerical ability to interpret financial data, and develop, apply, and understand in-depth costing models
• Experience managing multiple suppliers/service providers with varying levels of spend
• Strong analytical skills & market knowledge
• Strong negotiation skills
• Strong communication and presentation skills
• Financial understanding related to budgeting and price variance
• Stakeholder engagement and influence
• Detail oriented. Strong computer and analysis skills; able to handle multiple projects at one time
• High drive for performance and deliverables to meet targets
• Experience in the development, implementation and monitoring of policies, governance protocols, systems & controls in-line with best practices
• Ability to work on and navigate multiple in-directs categories from a strategic procurement perspective, whilst dealing with multiple stakeholders of various disciplines
• The ability to drive efficiencies and unlock new value
• The ability to translate strategy into performance
• Strong research and application skills to analyze market trends and assess applicability at a strategic and tactical level
• The ability to interpret complex contracts from a Commercial perspective, including the ability to draft and apply Commercial clauses.

What will be your key responsibilities?

• Analyze supply and demand fundamentals to forecast and budget annual spend.
• Understand monthly price variances and implement opportunities for improvement.
• Deliver the overall business plans by working with internal and external stakeholders to align on goals and strategies.
• Work with all suppliers/service providers to improve payment terms in line with Regional and/or Global policies.
• Ensure sound contractual governance is maintained within portfolio (contractual drafting and finalization with internal legal assistance, implementation, and review – including SLA and KPI matrix adherence).
• Represent Commercial in meetings with peers of various levels and contribute to projects, and process improvement activities.
• Contribute toward sustainability goals and DIB savings goals and objectives.
• Ensures compliance with proper procedures, policies, systems and controls.
• Identifies and manages supplier collaboration initiatives (i.e., continuous improvement programs, clear KPI settings, Service level agreements, process optimization …)
• Ensure effective risk management of the supply base, through robust contracts and monitoring of financial and other KPIs. Implement corrective actions as appropriate. 
• Manage all related commercial, financial & ethical aspects of projects and of assigned categories.
• Continuous improvement upon the business processes that currently exist through measurement with current best of class analysis and benchmarking exercises.
• Alignment with key business stakeholders on planned savings initiatives and projects, and that the necessary approvals are obtained.
• Coordinate and facilitate the communication process between all functions to ensure the efficient and effective flow of the information required to run the business.
• Continually review new processes and Vendor base to ensure new supply/service provider opportunities exist.
• Establish & maintain relationships with Finance team and departmental heads (plant manager, Pillar Heads, supply chain manager, P and O, Corporate affairs manager and others), and their teams to ensure understanding of their needs and to facilitate the appropriate level of engagement considering challenges.
• Development, implementation and monitoring of policies, governance protocols, systems & controls as well as best practices.
• Liaise with Royal Canin Indirect Community (Regional and Global) on opportunities.
• Participate in external forums and associations e.g., Mars Foods and Multisales South Africa Teams.
• Carries out supplier performance reviews on a regular basis for in scope categories.
• Determines when collaborative strategies are not possible and if a Unit approach is necessary.
• Custodian of Contract tracker file: updating, review and monitoring of file. Follow up with relevant stakeholders in relation to contracts, contractual review and maintenance, including contract KPI/Service Level tracking and Vendor Performance reviews.
• Onboarding of new service providers/suppliers as part of the vendor management process, in collaboration with the S&F Department.
• Responsible for all strategic sourcing activities relating to assigned category portfolio, including but not limited to: BARS, MSSM, RFI’s/RFQ’s/RFP’s etc.
• Work in collaboration with other regional buying managers.
• Travel is 15 – 20% of the time (Subject to change)
• Note: The indirect portfolio allocation is subject to change based on business operational requirements.

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Job Purpose

To ensure sales results, execution, activities and strategies are aligned with the pillar’s KPI’s and operating plan; to drive the sales growth in Pet Specialty Retail (PSR) channel in South Africa through qualitative management of a geographically split PSR team.
To lead, develop and support the sales force to deliver profitable and sustainable results in PSR channel;
To ensure Royal Canin product sales, market share, brand awareness and customer’s loyalty are constantly growing in PSR channel in the assigned areas.
To build strategies for the future to grow the business .

What are we looking for?

• 5 – 7 Years Sales / marketing experience
• 3 - 4 years’ experience in managing large teams
• Strong commercial and financial acumen.
• Thorough understanding of Retail sales environment and marketplace.
• Thorough understanding of the Royal Canin brands within that environment.
• Ability to travel nationally 3 weeks of every month, in line with region sales contribution). Region responsibilities may be adjusted based on business requirements.
• Ability to travel internationally .

What will be your key responsibilities?

• Achieve profitable sales growth objectives within assigned region through leadership of a team of Business development officers .
• Achieve product penetration and focus objectives within assigned region
• Implement the Royal Canin sales strategy and sales process within the assigned region
• Coach and develop BDO team to help them build their business, achieve growth objectives and KPIs
• Develop a High-Performance Team Collaboration environment through engagement of direct reports, coach and develop team to meet current responsibilities and prepare them for personal and professional growth.
• Respond to elevated customer inquiries in a timely and professional manner.
• Attend trade shows, exhibitions and company meetings as required. Manage expense and trade budgets.
• Become thoroughly indoctrinated and knowledgeable on the RC product line and sales processes to apply knowledge to BDO team .

Implementing Sales & Marketing strategies within PSR channel

• Deliver the PSR channel annual volume and NSV targets in South Africa.
• Manage a portfolio of customer accounts and head office relationships .
• Define and drive action plan to deliver sales & marketing strategy in the field and ensure it is aligned with the overall growth of business objectives in PSR channel.
• Establish sales objectives by forecasting and developing annual sales quotas for the assigned area; project expected sales volume and profit for existing and new products.
• Implement field sales action plans to deliver excellence in field sales execution and monitor the quality of field force performance .
• Maintain sales volume, product mix and appropriate stock level by ensuring alignment with supply and marketing, changing trends, economic indicators, and competitors.
• Maintain and expand customer base through effective team management; building and maintaining rapport with key customers; identifying new customer opportunities.
• Develop and manage an efficient distribution network to improve sales performance; ensure effective collaboration with logistics partners and distributors is in place to maintain excellent level of customer service.
• Contribute sales information and recommendations to strategic plans and reviews.
• Implement productivity, quality, and customer-service standards in the assigned area.
• Determine area sales process improvements and implement change when required.
• Provide innovative ideas and suggestions to improve the market presence; participate in the development of creative promotional strategies to attract more customers. 
• Distributor/ logistics support- ensure 3rd party logistics providers / distributors submit periodic forecasts timeously. Monitor and report on sales results vs targets, oversee admin associated with sales functions, ensure effective roll out of marketing and sales promotional activities.
• Portfolio analysis to drive volume sales, profitability & market share
• Adopt a category mindset to drive sales

PSR Team Management

• Manage the team of national PSR Business development officers (BDO) .
• To coordinate at a tactical level with the other functions of the organization to ensure sales efficiency.
• Governance of sales operational requirements through managing associates and following up on work results.
• Ensure effective execution by the sales force of their KPIs within their respective regions.
• Manage the associates’ performance, evaluate their effectiveness and implement actions to increase it; provide timely feedback to the sales associates regarding their sales performance. 
• Ensure PSR team possesses the appropriate level of product knowledge to be able to maintain reputable scientific image of Royal Canin brands with customers and partners.
• Conduct sales plan review meetings with sales team on regular basis.
• Frequent field sales visits in respective regions. This will require travel on a regular basis and is therefore expected. Three weeks per month in field presence expected which may increase from time to time as deemed necessary by the Pillar Director or when operationally required. Travel to regions will be in line with the region’s contribution to volume sales.
• Minimum quarterly performance reviews with each direct report required

People Leadership and Engagement

• Build, manage and lead effective team by attracting, developing, retaining and motivating high-calibre associates.
• Build sales culture and sale centric atmosphere among the team members. 
• Be the centre of expertise for own team by sharing knowledge, mentoring and training them on the skills aligned with their development objectives, constantly develop and leverage capabilities within Sales function.
• Ensure associates within a team know their roles and responsibilities, performance standards and expectations.
• Ensure team members are engaged, motivated and encouraged to drive superior business performance both individually and within a team.
• Be the Engagement Champion of own team and drive continuous growth of engagement within a team through effective implementation and follow up of impact planning.
• Contribute to the development of solid talent pipeline through implementing effective Performance Development Process for direct reports.
• Role model adherence to the Five Principles and encourage living the Five Principles culture within a team.
• Build a vision for the pillar and team to thrive in a complex and changing environment.

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Job Overview

The purpose of the role is to deliver the Fin Ops mission statement: ”As engaged associates we are ambassadors of Governance & Control and the trusted supplier of reliable financial information” in an efficient way.

What are we looking for?

• Master degree in accounting / controlling / finance
• Minimum of 5 years experience in accounting / finance
• Expert in Accounting, Financial Processes, Financial Control. knowledge on taxes

What will be your key responsibilities?

• Development of the Fin Ops team members and organizational design of team. Deliver Fin Ops KPI’s including cash for the site.
• Deliver reliable financial statements, statutory accounts and tax returns. Ensure effective and efficient audit by external auditor
• Responsible for periodical and YE closing process
• Improve end-to-end processes and drive efficiency within the team as well as cross-functional
• Lead and participate in several projects
• Drive Governance & Compliance agenda on site by identifying and initiating improvements to mitigate risks and getting buy-in from business partners to further improve policies, processes and systems
• NCFO forecasting and monitoring
• Makes sure that the Fin. Opps team delivers all the KPI’s on AR,AP,DSO,DPO
• SPOC and responsible for audits performed by internal audit, PWC or tax authorities
• Job holder works closely with: Co-Pilots, CFO and Management teams on site
• Stakeholders within all areas of the business
• External stakeholders: PwC audit and Tax, SARS