Job Summary

This is a leadership position and this person needs to serve both an administrative, leadership and development roll to the team. Primarily focused on ensuring effective targeting setting by pack/ brand, strategic goal setting, aggressive growth planning and tracking. Whilst focusing on development, negotiation of deals, franchise agreements, new outlet opening & relationship management against the established TSP. This individual needs to be mature and highly experienced.

The Head-Modern trade is responsible for recruiting and training new Team leads, developing Sales Coordinator leadership, and delivering annual new sales objectives in an assigned territory by driving the sales process and using effective performance management techniques. As Modern Trade Head, person should be organized and able to analyze the performance metrics and develop improvement/growth plan. This person will be responsible for managing strategic customer accounts at a national level, maximising all opportunities for sales within the accounts.

Duties & Responsibilities

Analyzing performance and drawing up action plans.

Establishing strong relationships with staff and clients.

Drive Recruitment, screening, and training of new merchandisers and promoters.

Driving regulations, guidelines, and policies, and ensuring staff does the same.

Researching current industry/market trends and using knowledge for business improvement.

Set monthly Targets and measure results vs. goals.

Identify performance improvement areas and provide recommendations.

Communicate performance levels including areas of concern to management.

Liaise with Category Teams on Brand/Sku/product focus

Implement channel vision and business strategies, while managing resources to efficiently meet business needs

Hire, train and guide Team(Merchandisers & promoters) to meet expected goals.

Develop action plans for improving Team & individual performance.

Develop competencies and skills in individual team members and the team that leads to meeting or exceeding goals

Establish local networks and sources within the territory to find qualified new/replacement candidates

Evaluate and improve training process

Manage the identification and implementation of a “best practice” approach to procedures and workflow activities for functional area through routine process analysis

Job Requirements

Education:

Preferred Bachelor’s degree in business administration, Marketing, or closely related field which will provide knowledge of the principles, practices, and administration of Formal trade and Modern trade channels business.

Experience:

12+ years or equivalent in experience of FMCG domain, directly involved with merchendizer/promoter management & Formal trade Sales operations.

2+ yrs Africa/ International work experience will have additional advantage

Competencies:

Generic:

Analytical Ability

Results oriented behaviour

Team Coaching/Team Building

Negotiation Skills

Ethics & Integrity

Managing change, adaptability and dealing with uncertainty

Problem Solving & Decision Making

Specific:

Established understanding of Modern trade, formal trade operations (Sales/Marketing), Evaluating and recruiting future line of potential sales and merchandizing team,

Strong skill set in Analysis, strategy development, Continuous skill development of team and delivering results with minimum supervision.