National Sales Manager - Retail​/Grocery; Channel Head

Your Tasks

• Sales strategy:
  Develops and executes a customer investment and sales strategy which meets both short- and long-term brand market share, sales, margins, and customer contribution targets across the NIVEA brands within the Grocery Channel, managing accounts such as Shoprite, SPAR, Pick and Pay, Boxer
• Business Planning, Budget and Reporting
• Develops and executes, in conjunction with the account managers, a sales and customer-marketing, annual, medium and long term plan (channel and customer) that ensures the delivery of brand, category and customer objectives.
• Implement customer marketing plan, ensuring efficient and excellent execution in the retailer. Monitors and evaluates variance to plan and proposes counter measures ensuring their effective implementation.
• Pricing - Implements the agreed list price to ensure delivery of profit targets in consultation with Finance.
• Promotions - Prepares and implements, in agreement with the S&CM Manager, the customer promotion plan ensuring alignment with the objectives of the sales plan.
• Execution - Lands the defined execution strategy by Retail Environment with customer and Operations team
• Point-of-Sale - Delivers the agreed objectives within the annual customer plans for product distribution and display at the POS, maximizing the accessibility of Beiersdorf products to the shopper.
• Performance-based TTC System
• Implements and controls the customer TTC system in line with the Regional strategies
• Develop guidelines and framework which is based on pay for performance. Roll out TTC 3-year plan.
• Customer Relationships - Develops broad based strategic business relationship across the customers to ensure an integrated business to business relationship.
• Member of the Sales Leadership - Is a voice of sales in the Southern Africa Sales Team and ensures cross functional collaboration within the organization.
• KEY CHALLENGES
• Define and implement, in collaboration with the S&CM Manager, a go-to market strategy that adjusts to changing shopping behaviour across various channels.
• Define strategy to protect/increase net pricing in a retailer environment.
• SUCCESS - Build a strong sales team that is agile to deal with a changing retailer environment and changing shopper habits

This role reports to Sales Director and manages a team of 6 National KAMs

• Education- BComm Degree or suitable tertiary qualification
• Experience - Minimum of 10 years Key Accounts experience at an FMCG Company;
  Experience in leading a team
• Skills- PC/IT:
  Computer literate i.e. proficient in Microsoft Office (Excel, Word, Power point)
• Abilities:
  High degree of analytical capability, Effective conflict management, Strong negotiations skills

A “can do” attitude/spirit, must be an excellent verbal & written communicator with impressive presentation skills. An international mindset is an advantage, covering aspects of open willingness to change, and a holistic view. People person, who’s gregarious, assertive and tenacious. Solid management and inspirational leadership skills.