Route to Market Specialist

2 weeks ago

Nelspruit, South Africa Heineken Full time

**We Go Places How about you?**

Job Grade: 10
Location: Mbombela
Function: Commerce
Sub Function: Commerce - Sales - On Trade
Type of Contract: Permanent
Reference Number: 107002
Closing Date: 02/04/2024

**Purpose**

To build a commercially active RTM plans to our Route to Market Partners and Bulk Breakers that
delivers on coverage of the local universe and builds increasing market share for Heineken
Beverages brands.
Full commercial understanding and building internal and customer relationships are essential
requirements for this role.

**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.

**Experience**

3-5 years' experience in an off trade sales position

Tertiary Qualification in Commerce, Finance, Sales or Marketing or related

Proven commercial and analytical ability

Experience within Route to Market and Wholesale Channel

Negotiation experience and certificates are an advantage

Excellent communication skills, able to deal with internal and external stakeholders

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.

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