Business Development Manager
Rory Mackie & Associates
Johannesburg, Gauteng, ZA
5d ago

Responsibilities :

  • To grow the South African market in sales and profit aligned to the company’s commercial strategy agreed with their distributor in South Africa
  • To develop and position the company’s brand across these markets as a differentiated, technology led Brand
  • To grow market share, sales and profits sustainably, across channels
  • To leverage full retail potential for all product categories
  • Manage all sales aspects of the company’s relations with their South African Distributor
  • To lead retail commercial terms and negotiation, forecasting, execution plan and training teams, to drive sales performance in all channels and all markets
  • Main accountability and supporting activities :

    Deliver sales results and profitability :

  • Elaborate the distributor forecast in detail of sell in by week and by store with activity plan
  • Drive effective channel strategy execution and range implementation with distributors to maximise and optimise the company’s profitably in line with market goals
  • Work with the MEA Marketing, Retail, Online and Finance Teams to execute integrated Masterplan for the emerging markets
  • Responsible for delivering monthly sales volumes and profitability
  • Train and upskill the capability of the sales and demonstrator team to increase effectiveness and rate of sale per store driving best practice across the region
  • Drive distributor sales planning processes to increase forecasting accuracy and ensure monthly delivery of results
  • Distributor Partnership and engagement in new markets :

  • Assess current distributor network and / or scope new partners
  • Execute playbook of geographical expansion in all phases
  • Lead complex negotiations with retailers around commercial terms
  • Manage multi-channel Profit and Loss
  • Develop Category Management plan by channel for each distributor
  • Lead top to top meeting and quarterly business review
  • Track monthly internal and external profitability with finance (Distributor Profit and Loss vs Company’s Profit and Loss)
  • Company’s Brand awareness and communication plan

  • Develop the brand building investment plan together with Marketing and Communications team
  • Analyse the consumer insights and market data to take in considerations consumer behaviour in building the plan
  • Forecast market share and market value
  • Define target for category and household penetration to be reached in 5 years
  • Drive the conversation around the company’s plan with distributors and local stakeholders to be integrated within their plan
  • Line Management of the Sales team in the distributor :

  • Manage and develop the distributors sales team to ensure capacity and capability to deliver the company ambition
  • Lead the controlled retail with 3rd party, by defining demonstrators KPI’s for performance and measure weekly
  • Legal Compliance :

  • Ensure contract and legal agreement are in place and compliant to internal legal guidelines
  • Ensure compliance with competition and bribery guidelines
  • Other duties, as required :

  • Relish the opportunity to pick up new activities that fall broadly in the purpose of the role
  • Fix things that you can see need fixing
  • Identify problems and find solutions
  • Qualifications and Experience required :

  • 5+ years of sales, regional, national or key account management (KAM) experience, preferably with distributors and 3rd party retailers
  • Past work experience with full accountability to sales forecast and negotiation
  • Have a track record in working on a complex project with multiple stakeholders and stretching goals
  • Track record of leading a key account with high performance objectives
  • Experience in managing a small team and / or training
  • Skills and Competencies required :

  • Excellent organisational and planning ability
  • Strong Project management skills
  • Excellent analytical skills
  • Excellent communication skills
  • Presentation skills able to communicate confidently at all levels of the organisation and with external senior stakeholders
  • Ability to work in a fast paced and challenging environment
  • Team player - leading by example
  • Adaptable / flexible able to multi task
  • Approachable
  • Organised
  • Strong communicator
  • Willingness to travel in the market
  • Strong motivation
  • Passionate about the company’s technology
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