Informal Channel Executive
Gauteng, South Africa
6d ago

Job Purpose

To develop and grow various routes to market into the informal market segment across SA Distribution’s product and solution offerings.

The delivery of innovative solutions in response to both a deep insight into informal trader and consumer behavior, as well as to the major pain points experienced by individuals in this market.

Route to Market design

  • Research and investigate route to market opportunities based on consumer and customer insights within the main market
  • Develop route to market channels with the necessary structures, processes and tools.
  • Develop training content and aids as well as tracking mechanisms, including KPI’s to measure progress against targets
  • Key focus items within the route to market strategy : Customer selection, customer onboarding, customer training and support, marketing investment, community engagement, financial factors and return on investment, customer tools and communication, design of regional teams, design of centralized teams in support of regional teams
  • Collaborate across the business to develop feasible channel plans that enable revenue and profit generation.
  • Engage relevant department heads that serve to enable the regional teams in executing the strategy, to deliver required enhancements or new developments in support of a robust route to market
  • Identify new product opportunities based on market trends as well as competitor activity and merchant feedback and engage Product management team re the feasibility of developing such
  • Develop retention strategies to drive customer longevity and long term mutual beneficial relationships with all informal customers
  • Timely & accurate revenue & new business value forecasting
  • Responsible for managing P&L accuracy and approval related his / her portfolio
  • Promote and market Blue Label Telecoms Products and Services in addition to the products and services already active in the channel.
  • Keep abreast of changing Market and other conditions, quickly amending and changing plans to ensure continuous growth.
  • Conduct competitor analysis within the region and report activities to management.
  • Strategy and Planning

  • Meaningful engagements with regional teams, product and operational managers to ensure all consumer facing activity is captured within the IAC
  • Alignment of activities within the business against capacity and ability to implement, ensuring that maximum business growth is derived from all trade initiatives
  • Constant engagements with Marketing Managers to ensure brand plans are aligned to business strategy, product launches and regional business drivers
  • Consumer trends and virtual products understood in terms of usage and new product development opportunities
  • Virtual market share categories understood with penetration activities focused on increasing availability, usage and growth
  • Delivery of consumer facing activities in accordance with processes set out in the activity playbook and against the timelines committed in the IAC
  • Drive the business planning session to ensure plans are communicated and standard.
  • Continuous Improvement

  • Design and implement processes which allow for better, more efficient execution of market-facing activities within the main market
  • Develop process compliance criteria in support of solid governance and controls, measure achievement against such and course correct where required
  • Delivery of Marketing template to ensure the accurate gathering of information, allowing the relevant marketing manager to deliver against the business requirements
  • Integrated Activity calendar developed through monthly engagements with BU heads. The Integrated Activity Calendar ensures effective implementation of trade activities based on business priorities and regional capacity
  • Focused management of CPA’s and Activity Playbook processes to deliver a coordinated management of team deliverables. Marketing briefs delegated to relevant marketing manager ensuring excellence in execution.
  • Communication deck developed to ensure Regional Sales Teams are informed of all trade facing activities.
  • Weekly representation in RM meetings and monthly communication of IAC ensures effective planning at regional level. Sales capabilities enhanced through the delivery of relevant sales stories for major product launches and campaigns
  • Stakeholder / Vendor Management

  • Develop and maintain strategic relationships with external business partners to ensure superior delivery of services
  • On-going communication with regional teams to assist in the building of sales capabilities and ensuring execution of activities in trade are aligned to business expectations.
  • Brand Communication

  • Development of the activities for operational support structure. National roll out of projects to be managed from end to end ensuring ease of execution against national targets.
  • Suppliers managed against SLA in terms of production of materials and in store installations.
  • Social systems managed to ensure continuous communication around deliverables against timelines to meet channel and regional expectations
  • Brand and product awareness is built in trade through the delivery of fit for purpose point of sale material focused on VAS, Core and new product roll outs
  • Work Collaboratively

  • Build a culture of respect and understanding across the organisation
  • Recognise outcomes which resulted from effective collaboration between teams
  • Build co-operation and overcome barriers to information sharing, communication and collaboration across the organisation
  • Facilitate opportunities to engage and collaborate with external stakeholders to develop joint solutions
  • Collaborate with other leaders to deliver a superior end to end customer experience.
  • Team Management

  • Through effective inspirational leadership, facilitate the creation of accountable, full service teams who understand and strive to meet the needs of all stakeholders
  • Role model behavior and motivate team members in line with the Blue Label values and ethos
  • Within the structure of Performance Management, manage a team of accountable individuals with clear goals and deliverables, and a clear understanding of progress against these
  • Leads change to creates a self-refreshing and learning organisation
  • Continuous improvement of business processes
  • Take full responsibility for performance of all direct reports, motivating and managing them in relation to quality standards and agreed benchmarks and objectives, focusing on all aspects of sound people management :
  • Development
  • Remuneration and Reward
  • Performance Facilitation
  • Career path planning
  • On-the-job training, coaching & mentoring
  • Self-Management

  • Follow through to ensure that personal quality and productivity standards are consistently and accurately maintained
  • Demonstrate consistent application of internal procedures
  • Plan and prioritise, demonstrating abilities to manage competing demands
  • Demonstrate abilities to anticipate and manage change
  • Demonstrate flexibility in balancing achievement of own objectives with abilities to understand and respond to organizational needs
  • Requirements of the Job Experience

  • Minimum 5 years’ sales experience
  • Progressive trade marketing or project management experience
  • Minimum qualifications

  • Bachelor’s degree in Business Management or Marketing
  • Competencies / Behaviour

  • Insights & foresight
  • Customer Relationship Management
  • Maximise and Measures Sales Performance
  • Account Support
  • Technical Support
  • Build & develop customer centric capability
  • Profit and revenue growth management
  • Business Acumen
  • Stakeholder Management
  • Drive results through team
  • Behavioural attributes

  • Respect for others.
  • Honest and Fair
  • Creativity, agility and ability to respond to market changes in a swift manner
  • Entrepreneurial Orientation
  • Positive Attitude
  • Achieves Results
  • Ability to operate and be successful across a diverse range of cultures
  • Essential

  • Evaluating problems
  • Investigate Issues
  • Creating innovation
  • Building Relationships
  • Communicating Information
  • Showing Resilience
  • Adjusting to change
  • Giving Support
  • Processing Details
  • Structuring Tasks
  • Measuring of performance
  • Leadership

  • Have fun and find purpose
  • Demonstrate honesty and integrity
  • Strive for Customer Centricity
  • Innovate boldly
  • Be both agile and entrepreneurial
  • Build relationships and trust
  • Develop our people for long-term success
  • Be an agent of change
  • Collaborative
  • Apply
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