Go to Market Manager

**Business title: GTM Manager Ice Cream**

**DEPARTMENT: Customer Development**
**Location**:JHB**

**Job Overview**:
The GTM Manager Ice Cream is responsible for leading the Go-To-Market operations for the Ice Cream Business unit - this comprises leading Route To Market (via Distributors/Concessionnaires), Cabinet Operations and back-end Operations which are unique to Ola (e.g. LeverEdge, COM, D&A). Specifically, this role is responsible for business development of the Out of Home (OOH) channels, which includes account management overview and capability development.

(N.B. Modern Trade and Traditional Trade account management falls under the responsibility of the CDVP)

This leadership role is crucial for the successful transformation of the Ice Cream business as it encompasses the largest number of teams within the business unit and focuses on operational effectiveness of the OOH strategy.

**Distributor management and development**
- Design and lead for a future-fit distributor sales and support infrastructure that clearly define roles, responsibilities, recruitment, remuneration, training, performance evaluation, and discipline
- Create and implement Distributor Joint Business Planning (JBP) for mutual profitable growth - getting full alignment between distributor and Unilever agreement on the all elements, KPIs and financial incentives
- Establish the rewards and recognition system with clear KPIs that motivates distributors and salesmen
- Management of distributor contracts - design (with legal) and communicate and implement the same. Ensure enforcement of the contract through periodic review with the CD organisation and the distributors
- Distributor profitability - understand the cost structure, computation of ROI, and use the elements of the ROI to achieve the business objective
- Distributor Management - lead target setting and review, management of stock, market credit and working capital, coverage planning and execution, delivery efficiency, invoicing accuracy
- Ensure execution team has the right capabilities, skills, resources and information to deliver Unilever's objectives

**OOH Channels Account Management (Customer Business Development)**
- Lead OOH Channel explosive growth (Forecourts, Leisure & Vending) via CBD assistants for Forecourts and Leisure/Vending
- Ensure execution team has the right capabilities, skills, resources and information to deliver growth objectives
- Plan and implement necessary business tactics, conduct negotiations and close both financial and long term strategic deals in respective areas of the customer organisation
- Develop and implement a trade terms spend strategy (TTS) in line with the business strategy, BBT for the OOH channels, and OT for Concessionnaires

**Cabinets Management and Operations Teams**
- Overall accountability for the effectiveness and efficiency of the cabinets team, although this is led by a Cabinets manager; coach and lead current Cabinets manager
- Overall accountability for the “back-end” operational systems and processes which are unique to Ice Cream (e.g. LeverEdge, PBI, COM); lead team to future-fit these operations and gradually integrate into the broader Customer Ops/D&A teams

**SKILLS/EXPERIENCE**:

- BCom Degree or equivalent
- 8 years in managing an external sales team.
- FMCG Sales Executive experience with Route to Market exposure
- Experience in OOH channels an advantage

**SOLs/Leadership Behaviors**:

- Business Acumen
- Talent Catalyst
- Ability to lead for change