Retail Area Manager

Summary:

To drive the execution of the Shield buying strategy within the assigned areas l by managing and developing relationships with suppliers and Shield members, ensuring sales growth, margin optimization, and operational excellence in alignment with business objectives.

FUNCTIONS / RESPONSIBILITIES:

Regional Strategy Execution and Performance Management

• Drive the execution of Shield wholesale strategies to maximize sales, profitability, and customer satisfaction within assigned areas.
• Ensure alignment of regional activities with national Shield strategies.
• Analyze financial reports, forecasting future performance to maximize profitability.
• Analyze market trends, competitor activities, and customer behavior within the designated areas to identify opportunities and risks.
• Conduct weekly and monthly performance analyses, track key metrics, and develop detailed action plans to achieve regional KPIs.
• Identify and recommend process improvements to enhance performance, quality, efficiency and cost reduction.

Supplier Management

• Build and maintain strong relationships with existing suppliers and potential suppliers.
• Negotiate trading terms, supplier-funded adverts, and promotional deals for specific allocated or new suppliers in line with business objectives.
• Lead end-to-end Supplier Relationship Management programs, ensuring adherence to contractual obligations.
• Source and evaluate potential new suppliers to expand product offerings. Develop supplier-funded adverts and joint ventures tailored to supplier-specific.
• Participate in trade shows and industry events to build relationships and identify opportunities.
• Achieve and exceed margin through effective supplier negotiations.
• Monitor supplier billing and ensure accurate execution of advertising allowances and ad hoc billings (AAS & Ad hoc).Develop, review and update major supplier business plans quarterly and evaluate Supplier order fill rate performance.

Shield Member Management and Sales Performance

• Evaluate supplier sales progress per member (TY vs LY comparison).
• Ensure timeous communication of deals and suppliers' information to members.
• Maintain comprehensive supplier files e.g. business contract information, supplier grids, and contact reports.
• Maintain price competitiveness on a specific basket of key value items (KVI's).
• Ensure regular t range reviews and support store re-merchandising exercises.
• Ensure planned promotional activities are implemented and monitored effectively per annual objectives
• Analyze member buying patterns and predict future trends to optimize product offerings.

Category Management (Sales Forecasting and Revenue Growth)

• Regularly review product performance to identify fast, slow and dead stock.
• Conduct quarterly sales/range reviews with suppliers to agree on discontinued lines, new listings, promotions & top member support.
• Monitor sales and collections performance indicators.
• Ensure that selected lines attract member sales while maintaining profitable margin.
• Ensure stock availability of promotion lines throughout promotion periods.
• Negotiate regular cyclical deals as well as ad hoc deals with suppliers on specific items, where needed.
• Manage price promotion ranges taking into account inter alia competitor activity, price increases, stock levels, and availability.
• Monitor sales and margins on promotion lines and implement corrective measures as needed.
• Monitor supplier billing for promotions (BAS).
• Obtain, analyse, and capture opposition promotional leaflets, pamphlets, and booklets as well as any other additional information. Respond accordingly.
• Generate accurate profit and loss reports during and after the promotions

Internal Stakeholder Collaboration

• Foster a collaborative approach with internal business partners, supplier partners, and relevant stakeholders.
• Engage with Shield members to provide support on pricing, promotional strategies, and supplier negotiations.
• Work with internal teams to ensure smooth execution of projects that impact Shield members

Self-Management

• Ensure adherence to Massmart's Code of Ethics and company policies.
• Demonstrate resilience and adaptability in managing multiple priorities and market changes.
• Continuously update knowledge on market trends, category performance, and supplier negotiations.

Requirements:

• Bachelor's degree in business management/ supply chain/ Retail Management related qualification.
• Certification in Buying/ Category Management/ Supplier Relations would be an added advantage.

Experience:

• 6+ years' experience in wholesale buying/ category management/ supplier negotiations/ retail operations preferrable within Shield/ Wholesale/ FMCG environments.
• Experience with sales analysis/ pricing strategies/supplier performance metrics.

Competencies & Skills

• Understanding of P&L, margin calculations, and sales forecasting.
• Strong Excel and PowerPoint skills; experience with Power BI or similar tools is advantageous.
• Knowledge of procurement and supplier management platforms.
• Ability to interpret sales and financial reports to make data-driven decisions.
• Strong negotiation skills for supplier and trading term discussions.
• Proven ability to maintain strong partnerships with suppliers and members.
• Ability to identify challenges and implement solutions proactively.
• Strong focus on meeting KPIs, sales targets, and margin goals.