Reporting to the Global Sales Director, you will drive the direction of a region by leading and developing a diverse multi-disciplinary team, building strong partner relationships with key stakeholders, identifying new growth and revenue generation opportunities, setting regional commercial direction, and following through on implementation leading to a positive business growth trajectory.

 

Key Accountabilities

Joint Business Planning and Negotiation

• Ensure the Company maintains a sustainable and consistent trajectory of sales growth, while mitigating risks arising from constantly changing market conditions.
• Develop and implement sales strategies according to company goals and objectives to accelerate growth.
• Support sales teams in setting direction, reviewing and negotiating annual business plans with customers.
• Continuously improve revenue by maximizing pricing potential and timing, effectively managing advertising and promotion spend and investing strategically in new initiatives for growth.

P&L Management

• Accountable for the management of budgets inclusive of sales revenue, travel and advertising and promotion spend.
• Maximize the right portfolio mix and return on investment by category and channel to drive revenue growth.
• Take the lead where necessary to reduce debtors and ensure a clean bill of health across accounts.

New Market, Trade and Category Development

• Liaise with the marketing team on execution guidelines, regional marketing calendars and new product launches.
• Work closely with sales teams to identify opportunities to improve existing coverage and product distribution.
• Consolidate and interpret regional competitor activity, trade insights and market intelligence to identify innovation and renovation opportunities to drive category growth.
• Set channel, category and regional portfolio direction along with new initiatives for teams to drive revenue growth.
• Identify potential markets within targeted region for expansion and lead in nurturing new market entries.

Customer Relationship Management

• Establish and maintain clear business parameters with new and existing customers across markets.
• Build and maintain key senior relationships with new and existing customers through frequent contact and market visits.
• Keep abreast and highlight the impact of any legal, regulatory or trade barriers.
• Assess customers to identify opportunities for continuous improvement vis-a-vis revenues, margins and growing the overall footprint.

Structure & Team Leadership

• Responsible for the leadership, mentoring, engagement and development of the regional team including the setting and monitoring of individual objectives.
• Maintain work routines and continuously contribute in developing and improving processes and procedures.
• Drive engagement amongst team members and support in leading impact sessions and improvement plans.

 

 

Ideal Candidate Profile

Education

 

• Master’s Degree in sales, marketing, business administration or relevant field.

Experience

 

• A minimum of 10 years’ experience in the fast-moving consumer goods industry.
• The ideal candidate should have at least 5 years’ proven experience in a leadership role managing teams.
• Proven results in delivering sales targets over a wide territory, developing new customers and building high level relationships with customers.

Technical Skills

• Key Stakeholder Relationship Management
• Export Management
• Distributor Management
• Category and Channel Development
• Key Account Development
• Advertising and Promotion Strategy
• Strategic Revenue Management
• Strategic Business Planning
• Route to Market
• P&L Management
• Negotiation
• Team Leadership and Development
• Advanced computer skills

Key Competencies

• Judgement and Decision Making
• Analytical Thinking and Problem Solving
• Assertiveness
• Building strategic partnerships
• Influence and Impact including conflict management
• Business Acumen
• Modelling (Leading by example)
• Planning and Organizing

Travel

• Able to travel a minimum of 35% of total time or 100 nights in a year.

Location

X     Overseas Base