Sales Director: HPCB at Tiger Brands

Responsibilities
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
• Drive the customer and shopper marketing agenda in line with building brands in store objectives.
• Recommend insights priorities and select agencies to work with from roster
• Develop an investment strategy for customers, categories and channels which delivers effective trade spend 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. Drive programs that deliver field force automation, mobility and improved access to sales intelligence 
• Work with Supply Chain, providing input into the P, S&OP process
• Closely monitor and manage customer KPIs, striving to protect customer profit pools

 KPI’s

• 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

 Qualifications
WHAT YOU’LL BRING TO THE TABLE
Competencies

• Influencing Others – you are customer relationship obsessed. Sales is in your DNA, but you have a holistic understanding of the broader business to continuously challenge them to put the customer first
• Owning It – you are adept at managing Modern Trade, General Trade and direct to consumer sales within the South African environment
• Driving Long Term Results – you are fixated on hitting targets, and delivering service to the categories with an ability to rapidly align a team around a goal
• Developing Myself and Others – you build the best field force by creating an environment where individuals thrive
• Staying a Step Ahead – you have a comprehensive understanding of innovations that will elevate our game

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 targetsResponsibilities