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Junior Commercial Manager

2 weeks ago

Johannesburg, South Africa PepsiCo Full time

Overview:
Own and execute the commercial agenda within the Trading markets and grow markets in line with Business strategy with a key focus on delivery VOL NR and GP across 4 different categories.
Develop High performing markets into strategic trade markets through channel & Category development & RTM
To achieve annual operating plans by developing, implementing, sales plans; analyzing macro-economic trends while building and maintaining strong customer and distributor relations.
Build and develop Trading markets into scale whilst balancing and managing portfolios mix of different markets and categories whilst identifying new opportunity markets.

**Responsibilities**:
**Fi Finance**
- Achieve Net Revenue, profit and volume plan across portfolio of markets Manage and implement the relevant trading terms and inco terms between Distributors and customers within each country to ensure all agreed elements are adhered to.
Understanding the value chain to market and optimizing RSP
Conduct portfolio and Market review against AOP on VOL NR and GP and report into business
Scenario Planning & Gap analysis to achieve deliverables
Ownership & Accountability for by market P&Ls to deliver profit for reinvestment.

**Customer**:

- Develop Higher performing markets into strategic trade markets with a focus on Channel management and Category management with a P&L lens
Market analysis for new market creation/ development. Penetration and execution to significantly shift the commercial growth agenda
Ensure effective communication & Liasing with Distributors to enable growth and development
Acquire new customers and mini distributors to increase market penetration
Customer retention monitoring by market by month
Identify New markets for business development
Develop and Unlock Quaker Plan for Africa Markets in close collaboration with Commercial Lead
Drive Snacks acceleration in Africa

**Process**:

- Receive and follow up on orders by customer monthly
Understand ways of working by commercial team through WECA
Recommend changes to optimize processes on delivering to these diverse portfolio of markets
Forecast on a monthly basis by customer, by product
Manage claims effectively and close off within specified timelines
Be proactive and creative with new potential markets with regular prospecting

**People**:

- Directly manage distributors & Distributor teams to deliver key results
Close collaboration with support functions of Finance; Supply Chain and Marketing
Conduct Weekly & monthly sales meetings with line manager and team
Develop sound business relationships
Be proactive and creative with new potential markets with regular prospecting
Collect and organize info from Market and distributors, to enable plans and strategies

**Pep Egypt Exports Commercial coordination consists of**:

- Weekly meetings with Commercial managers and BU Teams to ensure Demand /Supply /execution is met.
Sales Tracker is updated daily for visibility /Demand /Supply and execution
Tracker to be created for visibility on AOP vs demand / NR and Cal GP per by country by commercial manager, shared weekly
Alignment on Financial and Sales forecast by commercial manager, by Country rolling up to total financial period forecasting
To ensure all BU agreements copies are received and filed for audit purposes on any Trade Support or activities done.
Ensuring all prices are uploaded into the system, ensuring a consolidated report of all pricing /discount is correct and filed per month.
- Ensuring POs are received 8 weeks prior to execution
Ensuring PFI's are issued 10 days prior to month of shipping this to ensure payments received and cleared to enable execution throughout the month and not adding pressure in executing shipments last week of the month
Age Analysis; SOA’s and Payment alignment with BU’s
Setting up/ opening of new accounts (liaison between BUs and WECA Commercial)
Liaison between BU’s finance on account statements, payments for execution
Coordinate payments received from customer to different factories
Weekly lead alignment on MTD performance VOL NR GP and GAP to AOP
Facilitating clean information sharing and communication between the 3 different BU’s and the WECA Commercial East West Rest Of World team as well as its customers.

Qualifications:
Knowledge and Skill:

- Grade 12 - Computer literacy - Microsoft Word/Excel/Powerpoint
- 3 year Degree (sales, marketing, business management)
- Excellent interpersonal, customer service and communication skills

Experience:
3-5 years Managerial experience in FMCG environment
- Africa Market exposure
- 5 years minimun Sales experience, working with customers