To develop and manage long and short-term export-focused sales, marketing and distribution of Danones Export business, to support the overall objectives of the African Expansion strategy.
KEY AREAS OF RESPONSIBILITY
- Planning
- Develop and implement the growth plan for exports per country
- Support the development of channel and customer plans by distributors, ensuring they align to the overall country plan.
- Develop the tactical activation plan per channel, for each country
- Develop the Key Account and Trade Marketing co-operative spend plan with relevant stakeholders in the commercial team
- Take the lead for execution and execution management, in country
- Monthly forecasting against stockholding, sales, arrivals and adjustments of stock
- Delivery
- Drive volume, value and profitability through distributors to increase penetration and deliver on targets
- Confirm monthly scheduled orders and co-ordinate Supply Chain to meet the need
- Ensure that the stock in distributor depots is sufficient to meet in-market demand
- Drive and monitor execution targets with each distributor, to ensure continuous achievement of targets
- Lead the implementation of ad hoc projects into Africa, as required
- Plan with local commercial team on Key account agreements in shared accounts
- Manage the availability of correct portfolio with correct pricing strategy and promotional support for each country
- Determine size of the category within each market
- Activation
- Receive promotion material and mechanics from Marketing, and agree activation plans for all trade programs with Distributors
- Sell the activations into the trade and major key accounts
- Develop a KPI scorecard including service levels, distribution, price management and promotional support for each distributor
- Manage the distributors in each country to ensure that all the agreed plans are activated at the correct intensity
- Hold the distributors accountable for successful activation of the agreed plans and KPI plans.
- Interact with all media agencies, for both ATL and BTL promotions to ensure that the relevant activation is executed correctly
- Finance and Budget
- Manage a budget for in-country expenses, such as travel, cellphone and entertainment
- Develop a country-level budget plan for activations and promotions, co-operative spend, and rebates
- Continuously identify and implement financial efficiency opportunities within own cost drivers
- Execute within the budget constraints
- Reconcile monthly, YTD and YTG activation spends.
- Leadership and Management
- Lead the Sales and Distribution activities in the distributors, and maintain a high performance and engaged culture within their teams
- Take accountability for the development of distributor teams as required, including coaching and training them on sales, trade marketing, category management, stock management, pricing, profit stories etc
- Guide distributors on managing the performance within their teams
- Become the Brand Champion within the Distributors teams
- Reporting
- Submit monthly Distributor and Country reviews to the AE Manager and Commercial Director
- Give feedback against the monthly budget (spend and sales performance) tracker
- Monthly DPF (Demand Performance Forecasting), clear, correct and communicated in time.
ACADEMIC AND TRADE QUALIFICATIONS
- Commerce qualification, focused on Marketing or Sales
- Ability to speak Portuguese or French is preferable
- Minimum of 5 years experience in commercial/sales/marketing
- Distributor management experience an advantage
- Proven success in commercial-focused environment
- Proven track record in an FMCG Sales and Commercial environment
- Previous working experience with or within other African countries is an advantage
- Problem solving ablity to make decisions regarding complex and medium term business problems (4 12 month view).
- Up to 4 months training will be required to fully master the competencies of this role.
In our culture, respect and team spirit are embedded at all levels the best idea is not determined by the hierarchical level.
OWN your CAREER
Your career path is not a one-way street. Individual career plans give you freedom and flexibility We support you - e.g. with our coaching and mentoring offer
OWN your IMPACT
A job means so much more than titles and earning money. With us you have the opportunity to really make a difference and improve the health of people and the planet.
You love strong brands - we love strong personalities! Become part of Danone and our team with the successful brands .
Come to Danone and make our team even more colorful and diverse.
We say bring your very own self into our teams - because we count on the individuality of everyone. #Dan'OwnYourUniqueness
Your Benefits
- Modern office with open space
- Mobile and flexible working
- Various education opportunities
- Pension
- Others
