• Work with the Country Commercial team and Group RTC in analysing market mapping data to develop, align and update the RTC strategy in support of the Country Commercial strategy.
• Drive implementation and measure adherence to RTC execution standards & Reseller management processes, customising and updating them as required for the country.
• Analyse market intelligence to understand competitor strategies, footprints and activities, and identify white spaces and opportunities for Illovo
• Design and manage customer compensation structures to drive sales volume and value.
• Identify and appoint Resellers in each area to achieve the agreed volume ambition, establishing Reseller agreements, assessing capability to meet contractual requirements and on-boarding new Resellers.
• Set up scorecards and individual Reseller targets by region and monitor and analyse Reseller performance against these.
• Recommend Monthly/Quarterly Reseller incentive plans
• Work with Sales teams to manage performance and relationships with Resellers on an ongoing basis, and ensure continued performance and profitability.
• Recommend warehouse footprint and logistics solutions in line with volume and customer requirements
• Consistently analyse and optimise existing footprint by identifying and implementing opportunities and innovative solutions to improve market penetration and volume growth
• Implement the capability strategy and plan ajira for the country, providing coaching and support to build capability in RTC.
• Support the Commercial team in managing Key Accounts (Industrial / Trade) as required, including sales negotiations, building customer relationships, sales planning and business reviews
• Promote and adhere to Illovo’s procedures, policies and guidelines, including, without limitation, those relating to SHERQ, Competition Law and Anti-Bribery and Corruption (ABC)

JOB QUALIFICATION AND EXPERIENCE:

• Bachelors’ degree in Business Admin / Commerce / Marketing
• 10 years’ experience in Sales within an FMCG environment, of which 5 years working with Route to Consumer / Market development strategies in a fragmented African market, models and analysis
• Sound business and financial acumen, with a good understanding of the local market dynamics; analytical and planning ability; influencing and negotiation skills; customer relationship and communication skills; problem-solving ability
• Clean and valid driving license

TERMS OF SERVICE: The successful candidate will be engaged on Permanent Contract.