Commercial Manager: Developing Markets

5 months ago

Johannesburg, South Africa PepsiCo Full time

Overview:
Own and execute the commercial agenda within the WA, EA & IOI Markets; grow markets in line with Business strategy.

To focus on growing Traditional Trade and GTM strategies in country i.e. Ghana; Ivory Coast; Tanzania; Kenya, Mauritius driving the right portfolio and price through managing distirbutors in country.

To achieve annual operating plans by developing, implementing and executing sales strategies; analysing trends and results while building and maintaining strong customer and distributor relations.

**Responsibilities**:

- Achieving & Driving the WA, EA & IOI countries market growth agenda through driving Country P&L and managing costs.
- Clear Ownership and accountability shown in decisions and plans to deliver on Performance targets and deliver the business growth Agenda in his portfolio with Short, Medium and Long term view & understanding
- Manage and own the end to end process from orders to execution in market with clear support function management
- Lead and implement the channel strategy in each market
- Forecatsing monthly and longer term by category by country.
- Implement the agreed pricing policy in assigned accounts across identified countries.
- Ensure effective development and execution of trade activity and category management plans and customer service within the identified countries.
- Develop & execute marketing strategies in order to improve penetration an increase frequency in identified countries by building strong activities against an agreed calendar.
- Ensure all controls are in place and that all processes comply with all company policies and procedures.
- Manage and implement the relevant trading terms and agreements between Distributors and customers within each country to ensure all agreed elements are adhered to.
- Identify opportunities for increasing volumes; NR & GP to influence AOP.
- Analyse, compile and review performance of each identified country in order to ensure maximum volume and profitability.
- Clearly track signed off Primary & IMS Targets with Distributors with clear gaps ID & Solve presented. Clearly articulating Gap/ gain
- Recommend and implement the pricing strategy for each identified country in order to be competitive and deliver maximum volume and profit.
- Perform quarterly distributor and country reviews in order to identify, develop & implement plans to address the performance gaps.
- NRM capability with effective implementation of plans to improve NR for Business and partner
- Lead & develop the functional & leadership capabilities of the Distributors to ensure field sales alignment & execution of the strategic account plan.
- Close collaboration & Project leading across support functions of GTM; MKTG; NRM
- Provide leadership and direction to their distributors where required/relevant.
- Coaching and developing talent is key - Especially with regards to distributor’s sales teams
- Effective and efficient managing & Reporting of Spend
- Monthly Reviews to be Scheduled & Conducted with Pre-read deck submitted, followed up with clear actions & Sign offs in MBR session. i.e. Cost impact; effect on P&L and Target. Vol; NR; GP Targets Primary & IMS key. For Mauritius, Ghana, Tanzania

Qualifications:

- Relevant Teritary Qualification
- 8 years commercial experience
- Experience needs to include exposure to Market Development, Delivering results through others, Managing People, Strong Influencial Skills
- In Market experience
- African Market management experience
- Language requirements: English; French beneficial
- Strong analytical skills
- General sales, management and operational experience in FMCG
- Budget Management
- Excellent negotiation skills
- Excellent selling skills
- Proven Customer Focus
- Demonstrated Commercial acumen
- Travel in Africa is a must

**“PepsiCo is an equal opportunity Employer in line with the Employment Equity Act”

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