Vacancies at PZ Cussons

The role holder will be responsible for the following;

Profitable Revenue Growth

•  Achieve export sales revenue targets.
•  Retain and grow export customer base.
•  Manage existing and develop new customer relationships.
•  Develop channels and relationships.

Strategy Formulation and Implementation

• Contribute to overall sales and marketing strategy.
• Prepare and implement export sales and marketing plans.
• Contribute to defining export sales targets and KPIs.
• Plan the growth of the export sales team.
• JBP Planning & implementation

Financial Management

• Prepare export sales budget.
• Provide country sales forecasts.
• Manage export customer profitability (contribution).
• Monitor pricing activity in relation to prevailing exchange rates, shipping costs, and local economic factors.
• Cash Collection as per terms.
• Identify product growth opportunities.
• Initiate opportunity evaluation.
• Competitor analysis and Value chain of PZ Brands vs Competition, Customer analysis by country

Value Proposition

•  Identify opportunities for differentiation and implement plans and actions to improve client’s position in targeted export markets.

Key skills and Qualifications.

• Proven Track record and experience of 8-10 years in FMCG sales & distribution ( Personal care , Hygiene & Beauty will be an added advantage ) .
• 3-5 years of experience in Exports sales within Eastern Africa and knowledge of export distribution channels.
•  Proven ability to develop, implement and execute strategic marketing plans.
•  An excellent communicator with the ability to present and articulate strategy.
•  Self-driven, ability to operate independently (make things happen).
•  Travel experience into Africa.
• Must be a Degree holder in any field.)

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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