Overview
Own and execute the commercial agenda within the Trading markets and grow markets in line with Business strategy with a key focus on delivery VOL NR and GP across 4 different categories. Develop High performing markets into strategic trade markets through channel & Category development & RTM to achieve annual operating plans by developing, implementing, sales plans; analysing macro economic trends while building and maintaining strong customer and distributor relations. Build and develop Trading markets into scale whilst balancing and managing a portfolio mix of different markets and categories whilst identifying new opportunity markets.
Responsibilities
Deliver the AOP against VOL NR and GP by focusing on 25 markets with clear process; plans and execution by driving sales through existing customers whilst identifying new markets for development and execution to deliver additional revenue.
Finance:
Achieve Net Revenue; profit and volume plan across portfolio of markets.
Manage and implement the relevant trading terms and inco terms between Distributors and customers within each country to ensure all agreed elements are adhered to.
Understanding the value chain to market and optimizing RSP.
Conduct portfolio and Market review against AOP on VOL NR and GP and report into business.
Scenario Planning & Gap analysis in order to achieve deliverables.
Ownership & Accountability for by market P&Ls to deliver profit for reinvestment.
Customer:
Develop Higher performing markets into strategic trade markets with a focus on Channel management and Category management with a P&L lens.
Market analysis for new market creation/ development. Penetration and execution to significantly shift the commercial growth agenda.
Ensure effective communication & Liaising with Distributors to enable growth and development.
Acquire new customers and mini distributors to increase market penetration.
Customer retention monitoring by market by month.
Identify New markets for business development.
Develop and Unlock Quaker Plan for Africa Markets in close collaboration with Commercial Lead.
Drive Snacks acceleration in Africa.
Process:
Receive and follow up on orders by customer monthly.
Understand ways of working by commercial team through WECA.
Recommend changes to optimize processes on delivering to these diverse portfolio of markets.
Forecast on a monthly basis by customer; by product.
Manage claims effectively and close off within specified timelines.
Be proactive and creative with new potential markets with regular prospecting.
People:
Directly manage distributors & Distributor teams to deliver key results.
Close collaboration with support functions of Finance; Supply Chain and Marketing.
Conduct Weekly & monthly sales meetings with line manager and team.
Develop sound business relationships.
Collect and organize info from Market and distributors, in order to enable plans and strategies.
Quaker & Pep Portugal & Pep Egypt Exports Commercial Coordination Consists of:
Weekly meetings with Commercial managers and BU Teams to ensure Demand /Supply /execution is met.
Quaker sales Tracker is updated daily for visibility /Demand /Supply and execution.
Tracker to be created for visibility on AOP vs demand / NR and Cal GP per by country by commercial manager, shared weekly.
Alignment on Financial and Sales forecast by commercial manager, by Country rolling up to total Financial period forecasting.
To ensure all BU agreements copies are received and filed for audit purposes on any Trade Support or activities done.
Ensuring all prices are uploaded into the system, ensuring a consolidated report of all pricing /discount is correct and filed per month.
Ensuring PO's are received 8 weeks prior to execution.
Ensuring PFI's are issued 10 days prior to month of shipping this to ensure payments received and cleared to enable execution throughout the month and not adding pressure in executing shipments last week of the month.
Age Analysis; SOA's and Payment alignment with BU's.
Setting up/opening of new accounts (liaison between BUs and WECA Commercial).
Liaison between BU's finance on account statements, payments for execution.
Coordinate payments received from customer to different factories.
Weekly lead alignment on MTD performance VOL NR GP and GAP to AOP.
Facilitating clean information sharing and communication between the 3 different BU's and the WECA Commercial East West Rest Of World team as well as its customers.
Qualifications
Grade 12 - Computer literacy – Microsoft Word/Excel/Powerpoint.
3 year Degree (sales, marketing, business management).
Excellent interpersonal, customer service and communication skills.
Africa Market exposure.
5 years minimum Sales experience, working with customers.
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