KEY RESPONSIBILITIES

Financial Objectives:

• Achieve annual fiscal revenue targets for each channel via sales efforts.
• Achieve GP Margin Target for portfolio.
• Manage OPEX (cost centres, profit centres, allocated spend) for the portfolio.
• Align with Head of Operations on setting objectives.

Stock & Supply:

• Tight inventory management and tracking
• Manage supply of products across value chain into each channel based on needs.

Operational Excellence via leading a team of channel operation managers in delivering and achieving the below:

• Responsible for delivering the trade and KAM cycle action plans with designated agencies and/or sales teams.
• Management of Merchandising Agent
• Execute, monitor and review in-store promotions – Displays & POS
• Activating and monitoring Regional Promotions
• Sales Budget Management (National and Regional)
• Managing Store Universe across service provider functions – managing the no. of stores, call cycle, frequency & duration
• Management of sales drivers and sales development
• Merchandising and Planogram Implementation & Adherence
• Stock Management in store and customer DC
• Ensure distribution excellence on a customer level
• Listings and ranging in store – assess, review, implements and finalizes
• Negotiations at store level & Promo Excellence
• Monthly review of performance and steps to close gaps together with KPA and KPI Scorecard reviews relevant to merchandising agent and other agencies
• Responsible for Cycle Meetings at Merch. Service Providers
• Review, assess and monitor via Pricing Surveys
• Channel Development

People & Culture:

• Coach and develop team to exceed on objectives
• Individual development plans for team
• Succession planning – ensure succession plan for all key strategic roles
• Competency Development – develop key competencies and capabilities across the marketing personnel to drive the right behaviour and business objectives/ outcomes

Value Creation:

• Management of short-dated stock and OOS management
• Balance between strategy and execution – identify key risk areas/ products with action plans and implementation thereof
• Monthly Risk & Opportunities Analysis

Compliance & Ethics:

• Ensure all purchases transacted are compliant with company policies and procedures and procurement requirements, including the SA Code of Marketing

Requirements

SKILLS AND ATTRIBUTES

• Thorough understanding and knowledge of FMCG Healthcare industry
• Able to lead teams to deliver on objectives.
• Ability to mine data.
• Customer Engagement.
• Financial acumen
• Ability to develop and deliver compelling executive-level presentations.
• Drives accountability for personal and team performance.
• Cross collaboration across the organization.
• Strategic vision
• Insight Generator
• Executive Presentation skills
• Management of staff
• Planning skills
• Analytical skills
• Budgeting
• Decision making skills.
• Project management skills
• Negotiation skills
• Self-Driven Initiative
• Accuracy
• Confidentiality
• Customer focused.
• Interpersonal sensitivity
• Logical thinking
• Information seeking
• Enquiring mind
• Self-development orientation
• Cultural sensitivity
• Vision, integrity
• Commercial astuteness
• Ability to handle pressure.
• Entrepreneurial spirit
• Persuasive
• Ability to delegate
• Flexible and strategic thinker
• Leadership skills

KNOWLEDGE

• A thorough knowledge and understanding of SA Retail, Pharmacy & and Wholesale FMCG environment.
• Customer Business Operations
• Strong leadership management skills are required as well as the ability to negotiate at all levels.
• Thorough understanding of merchandising environment.
• POS Execution & Management.
• Data Analysis & Category Reviews with Insights & Recommendations.
• Customer Data Review and Assessment
• Category Management
• Promotion Execution & Management
• ROI on Promotions
• Budget Management
• Planogram Execution & Management

EDUCATION & EXPERIENCE

• Matric
• Degree/ diploma in relevant Commercial/ Healthcare environment
• Minimum 5+ years’ experience in the FMCG market with experience as Merchandising Manager or Strategic FMCG Commercial role driving sales excellence via Merchandising teams.
• Financial literacy
• Proficiency in Excel, PowerPoint, Outlook and Word
• Ability to work on Qlikview models is advantageous.
• Ability to work with Customer Portals & Customer Shopper Data Programs