Sales Director: HPC

It's fun to work in a company where people truly BELIEVE in what they're doing!

You are accountable for growing sales profitably across Southern Africa in line with the Tiger Brands HPC growth strategy. In close collaboration with categories, you will develop, execute the customer and shopper (channel) strategy needed to achieve the growth objectives in General and Modern Trade together with Pharmacy sector, alongside building new channels. You bring the voice of the customer to the table, overseeing customer marketing and revenue management, including pricing, promotional spend and portfolio mix, investment strategies and developing initiatives to align the organisation together, ensuring excellent customer experience and in-store execution delivery. You leverage customer insights to identify innovation potential across categories. You are dedicated to improving the capability of the sales management team and making Tiger a great place to work.

WHAT YOU WILL DO

• Lead the execution of a sales strategy which is aligned with the route to market priorities set by categories and delivers their growth targets
• Work closely with key customers to strengthen our relationships and go to market plans, monitor competitor activity, and identify opportunities to increase sales
• Oversee customer marketing and revenue management, setting pricing architecture, promotional strategy and mix optimisation to grow net revenue, delivering the customer and shopper marketing agenda in line with building brands in store. Recommend insights priorities and select agencies to work with from roster
• Develop an investment strategy for customers, categories and channels which delivers effective trade returns and pricing strategy
• Lead the customer joint business planning process, negotiating all aspects of trading terms and oversee engagement with major distributors and key accounts
• Recommend innovation relevant to channels – pack format, promotion, activation, etc.
• Monitor promotion effectiveness (ROI) and take corrective action where required
• Manage key account and sales operations teams to ensure sales and execution targets are met and service levels are maintained (as defined by ROAR metrics)
• Set the trade category management agenda and establish initiatives to embed category management capability
• Develop sales talent through formal initiatives and maintain our talent pipeline including equity requirements. Engage programs that deliver field force automation, mobility and improved access to sales intelligence
• Work with Supply Chain, providing input into the PS&OP process – demand forecast being most critical factor, utilising scanned data from customers to inform decisions
• C​losely monitor and manage customer KPIs, striving to protect customer profit pools

WHAT YOU’LL BRING TO THE TABLE

Competencies

Experience

• Over 7 years' experience negotiating and building strong relationships with customers and suppliers
• BCom degree specialising in Business Management or similar
• Experience in both Modern and General Trade
• Experience of managing the sales P&L (gross margin) and achieving distribution, revenue and market share targets

WHAT YOU WILL BE MEASURED ON

• Overall net sales target
• Market share / forward share / distribution
• Gross margin / customer profitability
• Speed to market implementation
• Customer NPS and growth stores
• Customer satisfaction (Advantage)
• PoP effectiveness (ROAR) and pricing strategy
• Effective cost containment
• SLA adherence e.g. forecast accuracy
• Credit notes (working capital)
• % of team meeting targets
• Team development: Equity, capability and culture

In accordance with the employment equity plan of Tiger Brands and its employment equity goals and targets, preference may be given, but is not limited, to candidates from under-represented designated groups.