Commercial & Shopper Lead - Naivas at PZ Cussons

Key Accountabilities

• Manage and develop the customer revenue and profit growth objectives .
• Lead a team of regional sales managers/ executives charged with driving in store execution of the sales drivers across the country to deliver on growth.
• Provide input to the development of strategic customer brand and category plans and ensure plans reflect opportunities  and mutual objectives.
• Provide accurate and timely sales volume and value forecasts.
• Maintain updated information and reports on account policies , ways of work and business objectives & recommend and implement alternative business strategy in light of changing market conditions
• Ensure most favourable trading terms on price, service & profitability are negotiated.
• Establish cross functional working relationships with marketing , finance ,sales planning and logistics .

Job Context & Special Features:

May require

• Significant in-country travel.

Qualifications Experience

• Bachelor’s degree
• 5-8 years demonstrated experience in Key Account Management or  Regional Sales Leadership roles
• IT savvy including the use of MS Office Suite of Applications
• Demonstrated leadership abilities leading high performance teams
• Strong understanding of key financial measures that drive performance -ROI , Promotion evaluation and sales modelling
• Excellent communicator with drive and adaptability to succeed
• Proven negotiation skills to interface effectively up to director level
• Focussed and organised approach to relationship development with ability to build multi level relationships and drive top to top conversations
• Understanding of the core principles of category management and ability to utilise these with trade recommendations and proposals
• A broad understanding of external economic and political factors that influence the industry and the ability to outline these at trade and customer meetings .

Significant Relationships

(Internal & external)

• Customer leadership team
• Customer Category Buyers and Commercial Lead
• Marketing Team
• Cross-functional teams from Finance, Commercial, Supply Chain, HR