Head of Exports and Emerging Markets

 About the Function:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

Top 3-5 Accountabilities

Develop export Strategy and gain market share

• Responsible for defining financial goals for our customers and devising the plan to deliver against set targets.
• Monitor export customer business performance on a monthly basis and course correct to ensure that we are able meet or exceed our mutual goals.
• Own the execution of the strategy within the targeted markets.
• Create and apply platforms, coach and train Sales Reps and KAM's on trade marketing executions.
• Propose, develop, drive and regularly review the trade terms with the Export and Duty-free customers to ensure they are competitive and drive mutual business growth.

Develop Emerging business/ channels:

Develop a strategy with the aim to meet mission.

• Develop and execute a RTM strategy to capture the key tourist circuit zones (e.g. national parks, Zanzibar)
• Ensure sales effectiveness and outperform the competition.

Budget control to reduce/minimise costs.

People capability development by coaching, investing time in mentoring and developing team, supporting the team through change and ensuring that the team understands and performs based the sales incentive framework. Develop a highly effective team.

Regional Sales Management:

• NSV, Sales (HL), Net Revenue - Regional Sales Manager is responsible for delivery of Net Sales Value, Net Revenue, Sales (Hectolitres) and Market Share growth for his region. The NSV, NR and sales achievement will be per sales strategy and Annual Operation Plan. This will include NSV/NR and sales for innovations as per AOP.
• Investments and Return on Investment - Regional Sales Manager will be responsible for the management of company investments to his /her region/ AD's, and make sure that the anticipated ROI is delivered. This will include Implementation of nationally developed strategies in region. Proactively propose new distributors, stockists, ship-to locations, trucks, depots etc and effective utilisation of Trade Development Fund (TDF) etc.
• Drive Route to Consumer (RTC) strategy for the region - Regional Sales Manager will be responsible for driving regional Route to Consumer strategy as agreed by Sales Director. This will include driving engagement with Area Distributors and their staff, driving performance through RTC daily reports with TMs, SSE's and SE's, rewarding top performers, add stockists & ship to locations and managing performance improvement plans with TMs & SSE's. Responsible for collecting analysinq and sharinq competitive intelliqence to HO.

People Management and Compliance:

• To direct, control, motivate, lead and train the regional sales team to achieve agreed sales, distribution, and market share and performance objectives through the effective management of both Distributor and Retail sales operations. They is directly involved in team training and development, enforcement of proper use of SFA tools, P4G, team management in terms of performance management and review, appraisal, performance improvement plans (PIP), recruitment and dismissal. Must hold team to high standards of field discipline and performance with evidence of consequence management.
• Drive company ethics and compliance - This will include making sure that their team and partners comply with all sales related policies, safety policies and Integrity.

Experience / skills required:

Qualifications:

• Tertiary qualification in Business, Accounting, Finance, or related discipline.
• Strong computer literacy (Word, Excel, PowerPoint, MS Project)

Experience

• Min 5-7 years in a similar role, preferably in FMCG or beverages sector.
• Strong track record in People Management & / or commercial roles within a consumer goods environment
• Experience in strategy

Flexible Working Statement:

Flexibility is key to our success. Talk to us about what flexibility means to you so that you’re supported to manage your wellbeing and balance your priorities from day one.

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you. 

If you require a reasonable adjustment, please ensure that you capture this information when you submit your application.