Route to Market Specialist

**We Go Places How about you?**
Immediate Superior: Sales Manager - Klerksdorp
Location: Potchefstrrom
Function: Commerce
Sub Function: Commerce - Sales
Type of Contract: Permanent
Reference Number: 105516
Closing Date: 25/03/2024

**Key Responsibilities**
- Determine the most crucial needs of the RTM customers and carries out activities in collaboration with colleagues to ensure that these clients receive first-class customer care and service.
- Propose a strategy and objectives to manage the various RTM accounts and implements these upon approval by the Divisional Manager.
- Conducts continuous market analysis and research on the dynamics of the account, seek new opportunities for growth, defines a documented route to consumer plan and understands the volume flow.
- Manages adherence to Trading Term contracts and conducts regular customer account reviews to analyse opportunities and improve performance.
- To be a trusted advisor, manages conflict and comes up with effective negotiation and sales strategies by RTM account.
- Effectively use trade maths and analytical skills to drive commercial conversations with customers.
- Manage stock cover ensuring no incidence of out of stock and manages Quality of stock according to HEINEKEN global rules.
- Work with our External Service Providers to pull stock out of these outlets
- Takes full responsibility for the assigned accounts volume, revenue and profitability targets.
- Achieve sales volume and market share targets in the Wholesale and Distributor channels.
- Implement the National/Regional/Divisional and team driven promotions according to the Trade Marketing Cycle Plan.
- Seeding New Product Innovation and existing portfolio of brands.
- Ensure Channel specific PICOS is effectively executed and entrenched within the channel.
- Ensure BTL merchandising execution according to regional marketing plan.
- Manage price to National recommended selling prices per segment guidelines.
- Budget control and operational reporting.

**Relationship Management**
- Develop and manage sound customer relationships.
- Sound internal key stakeholder relationships maintained.
- Own the NewCo joint Business Plan/Trading Term agreement on outlet level.
- Direct engagement with relevant National KAM’s on annual plans and quarterly reviews.
- Handle customer and consumer complaints and queries.
- Manage product quality according to HEINEKEN quality standards.
- Manage sales administration requirements.
- Weekly Engagement with Bulk Breaker team.
- Weekly Third Party engagement with Sebenzela.
- Understanding Excellent Outlet Execution Guidelines.
- Manage/comply Account/Customer information confidentiality.

**Key Attributes and Competencies**
- Entrepreneurial Drive
- Well rounded Commercial Acumen
- Persuasiveness and well developed selling ability.
- Excellent verbal ability and communication skills.
- Ability to plan effectively and execute plans.
- Sound interpersonal skills, creativity and ability to mix with other people.
- Ability to manage territory. - Strong achievement orientation

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.