Short Intro and About the Job To develop and manage long and short-term export-focused sales, marketing and distribution of Danone's Export business, to support the overall objectives of the African Expansion strategy.
Looking after Angola, Zimbabwe, Zambia and Malawi.KEY AREAS OF RESPONSIBILITY1.
PlanningDevelop and implement the growth plan for exports per countrySupport 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 countryDevelop the Key Account and Trade Marketing co-operative spend plan with relevant stakeholders in the commercial teamTake the lead for execution and execution management, in countryMonthly forecasting against stockholding, sales, arrivals and adjustments of stock2.
DeliveryDrive volume, value and profitability through distributors to increase penetration and deliver on targetsConfirm monthly scheduled orders and co-ordinate Supply Chain to meet the needEnsure that the stock in distributor depots is sufficient to meet in-market demandDrive and monitor execution targets with each distributor, to ensure continuous achievement of targetsLead the implementation of ad hoc projects into Africa, as requiredPlan with local commercial team on Key account agreements in shared accountsManage the availability of correct portfolio with correct pricing strategy and promotional support for each countryDetermine size of the category within each market3.
ActivationReceive promotion material and mechanics from Marketing, and agree activation plans for all trade programs with DistributorsSell the activations into the trade and major key accountsDevelop a KPI scorecard including service levels, distribution, price management and promotional support for each distributorManage the distributors in each country to ensure that all the agreed plans are activated at the correct intensityHold 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 correctly4.
Finance and BudgetManage a budget for in-country expenses, such as travel, cellphone and entertainmentDevelop a country-level budget plan for activations and promotions, co-operative spend, and rebatesContinuously identify and implement financial efficiency opportunities within own cost driversExecute within the budget constraintsReconcile monthly, YTD and YTG activation spends.Manage Country PNL5.
Leadership and ManagementLead the Sales and Distribution activities in the distributors, and maintain a high performance and engaged culture within their teamsTake 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 etcGuide distributors on managing the performance within their teamsBecome the Brand Champion within the Distributors' teams6.
ReportingSubmit monthly Distributor and Country reviews to the AE Manager and Commercial DirectorOwnership of IMS data depletion reports to improve execution and Stock On HandGive feedback against the monthly budget (spend and sales performance) trackerMonthly DPF (Demand Performance Forecasting), clear, correct and communicated in time.
About You Qualifications required:• Commerce qualification, focused on Marketing or Sales• Ability to speak Portuguese or French is preferable will be an advantageExperience Required:• Minimum of 5-10 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.Behavioral and Personal Characteristics required:• Goal-oriented individual• Entrepreneur mindset• Action-oriented individual• Pragmatic• High levels of resilience• Cultural flexibility• Potential to develop into a more senior role• Ability to work independently• Passion for developing and growing new markets About Us, We offer and What's next We offer a job which could easily turn into 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.
