OBJECTIVE

To achieve national sales targets by effectively leading, managing, directing, coaching, motivating and inspiring the commercial efforts of the Channel Operations Managers whilst effectively driving collaborative, coordinative and synergistic efforts in the respective portfolio and territories, both with the internal and external customers, in order to optimize on commercial opportunities and drive cohesion and alignment in achieving the sales objectives for the respective FMCG portfolio, whilst adhering to the Aspen policies, systems and procedures

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