NAM: Independent Wholesale - Johannesburg
Danone
About the job To grow Invoiced Sales, Net Sales & Volume in line with BU objectives in selected portfolio of Customer through development and execution of appropriate sales strategies, leadership of accounts and teamwork across all key interfaces. KEY AREAS OF RESPONSIBILITY CUSTOMER / SHOPPER UNDERSTANDING & INSIGHTS Analyzes all relevant information and identifies opportunities in line with Shopper by Customer Assesses Customer Shopper Missions and puts forward recommendations to drive Promotional Plan Understands the Shopper missions and aligns instore execution opportunities with CP&I CATEGORY GROWTH SPACES & SELLING STORY DEVELOPMENT Uses data on Category / Segment Performance to assess the Category within the Customer (Nielsens) Uses internal Growth Spaces in building the customer proposition alignment Uses simple analytical tools to build Range & Merchandising recommendations – MSL by Cluster Insights Knowledge (Spar Specific) to leverage against opportunities. PROFITABLE REVENUE GROWTH MANAGEMENT Post Analysis of promotion against identified ROI% and CO% requirements Price indexing versus Competitors across different segments Analyzes and tracks investments within Customer against SKU and gives input into MIX/Pricing/Promotion Full P&L understanding – know which triggers to use to influence outcome Adherence to PRGM principles and guidelines CUSTOMER MANAGEMENT Owns the Customer Relationship at a National Key Account Level and across Region Prepares Customer Reviews for Discussion Monthly and Review, using insights to drive growth Uses Customer specific data / Category & Shopper data as inputs Prepares for each important negotiation, identifying ‘Must Gets’, ‘Wish List’ and ‘Concessions’ Manages all Pricing (Externally and Internally) in line with process – Tally Accrual Process Managing the Customers Budgeted Spend Process in TTM in line with policy Co-ordinate trading term proposals in line with process Captures claims within TTM Manages events and implements projects efficiently – Trade Shows / Customer Events Developing briefing docs for Sales force/Agent execution NPD – All PDF’s; Prop Docs; Listing Trackers; Trade Presenters KEY BANNER NEGOTIATIONS Each Customer within this portfolio has various Buying Groups that operate within them. Key Interaction and leveraging opportunity with these Banners, is key to success. Across Regions within South Africa SYSTEMS MANAGEMENT & REPORTING Monitor SOH / Sales Out Data / CSL / Distribution / Pricing Captures all Pricing Deals in both Internal and Customer Systems Demand Management Ownership – Monthly alignment on Rolling forecast in line with expected Volume sales M-1 at a 85% Forecast Bias Accuracy. About you Work in an ever-changing environment – Flexibility and a can do attitude Can navigate independently Thinking on your feet and working in an agile environment Creates a Meaningful future by challenging , driving transformation & co-building a compelling Vision Opens connections inside and outside by building, influencing and mobilising stakeholders through own convictions Drives for sustainable results by delivering value for Danone, customers & communities with high standards, taking accountability and making the right decisions Empowers self & diverse teams by fostering collective impact through teamwork & diversity, assessing fairly, caring and developing people Self-ware by maintain self- balance and understanding self and strive for development About us A job which could easily turn in to a career in Danone. We believe everyone is born with superpowers, something which comes natural to you. We know this uniqueness is something which brings both excellence as well as energy, so we believe in all Danoner’s potential and when we build careers based on these superpowers and when we develop everyone’s potential to the fullest magic happens. This is how we like to see Talent Management in Danone. This is a highly visible position within Danone; you will interact with Internal - Marketing, Sales Supply chain, SSD and External - Suppliers, CO-packers. Challenge, innovate, convince and find alignment when needed. This role has no direct reports.
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