Tiger Brands Limited, a Top 40 JSE Limited company whose footprint extends across the African continent and beyond, is one of the largest manufacturers and marketers of FMCG products in Southern Africa, and has been for several decades.
As the Sales Director/Customer Executive– Kenya you will report to the Managing Director in country and have a team of 3 people. In this role you will be responsible for the following (but not limited to):
- Sales optimisation strategy for the business
- The achievement of Volume / Turnover / Realization & EBIT targets by category and for the business
- Develop & Implement National Customer Account Plan
- National Customer Activity Grid for the business is developed and managed
- Development of a business Trading Terms Strategy and the subsequent implementation
- Development of an Investment Strategy to deliver the budgeted volumes
- Co-Ad spend is in-line with budget
- Commercialisation of Innovation
- Fixed Expenses managed within agreed budget
- Development of Team
The successful candidate must possess the following:
- Post Graduate qualification
- Customer Management Experience: 5 – 7 years.
- National Customer Management: 3 – 4 years
- br />Multiple Channel experience ie: Retail & Wholesale
- Computer Literacy – Advanced Excel, Word, Powerpoint, Cognos, Oracle or related ERP systems
- Presentation Skills
- Customer Service Orientation
- Team Work
- Network / Liaison Skills
- Global & Industry Knowledge : Understand the market construct and trends the within the FMCG environment
- Channel & Business Development Strategies : Appreciation for the Channel and Business strategic thrusts and there impact on the commercial success
- Strategic Development: Understand the three demand circles presenting Shopper, Consumer & Customer and there interaction. Ability to develop a Customer Strategy, incorporating Channel & Customer dynamics to extract enhanced returns for the business. This should include both Rebate & Co-Operative Investment strategies
- Shopper Insights : Habits & attitudes within the specified categories, POP Strategy development
- Selling & Negotiating : Display competency at a business and industry level
- Supply Chain : Appreciation of the supply chain dynamics and impact on customer service delivery
- Commercial: The capacity to demonstrate knowledge of and the insight into financial principles and processes impacting on the business and the greater national & international economy. Interrupt & generate insight from a Business / Channel & Customer Income Statement; Calculation of ROI models, Clear understanding of customer profitability measures
- Route-to-Market : Knowledge of sales channels and strategic development of service methodology
- Field Operations : Develop a sustainable service strategy including; service methodology & coverage
- Joint Business Planning: collaborate with customers to form an integrated view and a plan to address growth opportunities and challenges
- Key Distributor Management: develop good practice to improve the efficiency and effectiveness of distributor relationships and to realise value for the company
- Relationship Management: ability to develop strong professional relationships with a diverse group of customers