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.
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.
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
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.
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 :
Remuneration and Reward
Career path planning
On-the-job training, coaching & mentoring
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
Bachelor’s degree in Business Management or Marketing
Competencies / Behaviour
Insights & foresight
Customer Relationship Management
Maximise and Measures Sales Performance
Build & develop customer centric capability
Profit and revenue growth management
Drive results through team
Respect for others.
Honest and Fair
Creativity, agility and ability to respond to market changes in a swift manner
Ability to operate and be successful across a diverse range of cultures
Adjusting to change
Measuring of performance
Have fun and find purpose
Demonstrate honesty and integrity
Strive for Customer Centricity
Be both agile and entrepreneurial
Build relationships and trust
Develop our people for long-term success
Be an agent of change