Purpose of the position
Manage PVM Business Strategy & Plans with the distributor within the assigned channels, and manage Key Accounts Manage PVM Business Strategy & Plans with the distributor within the assigned channels, and manage Key Accounts.
Scope of the position
To lead PVM’s effort to increase distribution and availability of PVM products in the channels mentioned. A clear understanding and working knowledge of the predetermined Accounts Channel of the FMCG environment, facilitating the key Account function with the retailers and ensuring PVM products take preference above all others. The aforementioned is critical to ensure that desired prescribed company strategies are met, specifically in the Tier 2 channel, which would entail (but not limited to):
- Working in conjunction with PVM SA Country Manager and Sales Management Teams, set and implement Channel strategies to ensure that the company’s strategic objectives are met.
- Implement the Route to Market strategy, to ensure step-changed Numeric Distribution of PVM Products as well as effective trade channel coverage territory plans for the area.
Plan, initiate and control key account negotiations:
- establish and maintain strong top-to-top contacts with trade partners.
- improve our “share of mind” with the appointed Key Accounts
- continuously review sales impact for all category decisions.
Formulates and administers KPIs and Sales incentive Rebates for the service providers within the Channel, within the prescribed budget parameters, to motivate and achieve sales objectives.
Align with PVM SA General Manager to develop long and short-term optimal business strategies covering:
- Product Portfolio
- Pricing Strategy
- Visibility and distribution strategy for the Channel in the commercial area.
Lead planning, organising, and directing of Distributor Sales Teams, appointed Agents, and Service Providers to achieve set sales, distribution, and business objectives. Controls and monitors all Sales Operational Budgets as prescribed for the channel. Keeps abreast of channel market and trade developments. Advise Sales Management and provide outcomes for improvements and efficiencies.
Management of effective demand planning to ensure optimal inventory levels with appointed service providers. Ongoing Training of sales teams to ensure optimal upskilling of sales capabilities is achieved. Strong leadership skills with the ability to influence and negotiate with the trade. Strong business sense with an inherent desire to improve overall business performance through analysis and remedial actions. Primary contact for all customer/distributor issues related to day-to-day operations and achievement of annual prescribed Company Objectives and Annual Budgets. All the above are to be initiated, planned, developed and implemented in alignment with prescribed company guidelines:
- in the most cost-efficient manner
- in liaison and coordination with the PVM SA General Manager responsible for the region
- achieve/exceed committed sales revenue.
- deliver profitability growth objectives in the business area & region.
At all times via professional conduct uphold & maintain a positive image of the company in front of the customers/distributors, consumers, and local authorities.
Job Duties
Responsible for the development and implementation by Distributor of Account-specific business plans. Ensure the development of efficient and effective sales tracking systems and processes, including:
- Monitor key performance indicators relating to GSV, volume, in-market sales, trade spend and credit days.
- Carry out regular performance reviews with both SA management and field levels, including reporting and follow-up.
- Control Trade Spend vs. Budget in a fully transparent manner and follow company systems designed to approve and communicate approvals of the latter spend.
- Assess the potential success of any planned promotional activity before initiating the same, set KPIs to benchmark success, and evaluate the extent of success of promotional activity against KPIs set.
- Manage terms and conditions of trade net/net pricing issues throughout assigned Business areas to manage account profitability.
Develop direct report and distributor’s sales force capabilities and skills, via coaching, motivating, and personal development plans to their full potential, to enable and ensure they are equipped and possess the required competencies, tools and motivation to succeed. Follow up closely with the Distributor management to ensure that there is the optimal deployment of the in-market sales team strategy and ongoing assessments of the sales force performance against pre-agreed KPIs. Work closely with the Marketing and Trade Marketing Departments to ensure all brand platforms and activities are in line with brand guidelines. The incumbent is the primary owner of the Trade spend budget which is to be used for realizing the local sales and distribution strategy. Funds will be assigned using the yearly business plan that has to be developed in liaison with the business. Monitors and analyses sales performance by region/area/territory, channel and institutes action plans. Manage terms and conditions of trade net/net pricing issues throughout assigned Business areas to manage channel profitability. Assess the potential success of any planned promotional activity before initiating the same, set KPIs to benchmark success (ROI), and evaluate the extent of success of promotional activity against KPIs set.
Implement the PVM concept for POS execution and -service (merchandising strategy) to achieve and keep “best in class” POS presence standards. Improve our “share of mind” with the appointed distributor; stay up to date with key account negotiations and assist/influence distributors in preparations; establish and maintain strong top-to-top contacts with trade partners, and continuously review sales impact for all category decisions. Responsible for caretake and shadowing key strategic key accounts in the channels mentioned, in conjunction with the appointed distributor.
Skill and knowledge for this position
Education, Qualifications and Training:
- Bachelor’s degree in Business and Marketing fields or equivalent experience
Experience required (e.g. Past Roles, Level, Years Experience, People Management):
- At least 5 years of experience in commercial/sales/marketing in the consumer goods industry.
- Experience in operations and Key account management, promotional strategy, portfolio management, distribution, and negotiation.
Specialised knowledge and skills required:
Self-starter and able to work remotely at my own pace. Strong capability in managing Microsoft Office, especially Excel and PPT. Solid ability to manage numbers: P&L, sales forecasts, and successfully translate sales forecasts into business plans to achieve annual sales and profitability budgeted targets. Highly persuasive Effective in communication and negotiations. Capable of working autonomously: being able to prioritize multiple projects with little assistance Execute agreed-to strategic business objectives and programs from start to completion.
Critical Leadership Competencies:
Situational Adaptability – Adapting approach and demeanor in real time to match the shifting demands of different situations.
Manages Complexity – Making sense of complex, high quantities of information to effectively solve problems. Courage – Stepping up to address difficult issues, saying what needs to be said. Building Effective Teams– Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Cultivates Innovation – Creating new and better ways for the organization to be successful. Strategic Mindset – Seeing ahead to future possibilities and translating them into breakthrough strategies.
Plans & Aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
Drives Results – Consistently achieving results, even under tough circumstances.
For more information contact Lisa – Lisa@ers-sa.com