Head of Domestic: Commercial, Sales

6 months ago

Cape Town, South Africa AVI Limited Full time

A love for the sea and passion for fishing are the driving forces behind **I&J**, a leading fishing company and manufacturer of high quality chilled and frozen foods. Since 1910, **I&J** is the trusted name in seafood, operating a modern and efficient trawler fleet, and continually investing in the training and development of experienced fishing crews, committed to fishing responsibly, with a long-term vision. **I&J** has achieved and maintained accreditation from the Marine Stewardship Council (MSC) since 2004. **I&J** is a globally respected supplier of high quality, chilled and frozen Cape Hake and a leading producer of farmed Cape Abalone. It is also one of AVI’s great South African brands. **I&J** is proudly South African and invests in, and empowers, the communities in which it operates.

An exciting opportunity has arisen for a** Head of Domestic - Commercial, Sales & Marketing. **The purpose of this role is to manage, develop and formalise the Commercial, Sales and Marketing strategy and approach for Domestic Retail, Food Service and Wholefish with the intent of driving both volume and profitability.

**Reporting to**: Managing Director

**Direct Reports**: 3

**Job Specification**
**Key Performance Areas**:

- Coordinating and Driving Volume and Margin performance across both Retail and Foodservice: 1. Co-ordinating, developing and formalising the commercial strategy for the Domestic business across Brand, Channel and Customer
- Budgets and Forecasting:

- Generating Annual Domestic Budget
- Generating Financial Forecasts (PF01, PF02, PF03)
- Overseeing Sales demand forecast for Production planning
- Signing off forecasts of Network stock by depot for adequate planning of stock around the country
- Projects: Coordinating projects pertaining to roadmap for future business opportunities - this includes New Products, New categories as well as new Sales Channels
- Management of Profitability: Controlling discounts % for Domestic Retail and Foodservice (through management of the Promo Grid) as well as cost of doing business (Rebates& Co-Op Spend) in conjunction with the Commercial Finance Manager
- Coordination of the Marketing function - Guiding and assisting the Marketing manager to ensure our Brand and products are presented well across both Food Service and Retail and across digital platforms and to all external stakeholders
- Coordination of the Sales Function - Guiding/directing the Head of Sales in terms of pricing & promotions management as well as Sales strategy

Reporting and Analysis: Coordinate, analyse and present all Data types in a meaningful way to help inform the business of I&J performance in order to enable good decision making (internal data, EPOS data, Market insights)
**Minimum Requirements**:
**Experience**:

- Minimum 5 years Senior Management experience in a FMCG Key Account Management, Sales Operations, Trade Marketing or Commercial / Analytical position.
- Project Management experience - Advantageous
- Strong managerial experience in a similar environment

**Qualifications**:
BCom Degree in Sales and Marketing / Commerce or Business Science

**Additional requirements**:

- Strong business and commercial acumen knowledge
- Working knowledge and experience with MS Excel
- Exposure and experience of data analysis

**Competencies**:

- Thinking analytically
- Seizing business opportunities
- Influencing others
- Articulating information
- Developing Strategies
- Building Relationships
- Making Decisions
- Setting Directions
- Resolving Conflict
- Minimising Risk
- Meeting deadlines

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