Business Development Manager - Africa Expansion
Bryanston, GT, ZA
3d ago

AFC - Danone Southern Africa (Pty),a subsidiary of Danone, is looking for Business Development Manager - Africa Expansion South Africa (ZA) Bryanston Danone is a global food company holding top positions in healthy food through its four businesses : Fresh Dairy Products, Early Life Nutrition, Waters, and Medical Nutrition.

Its mission, bringing health through food to as many people as possible, embodies commitment to human progress and business success.

It gives meaning to the work of our 100,000 Danoners worldwide on an everyday basis. For passionate people looking for autonomy and exciting career opportunities, Danone truly has something special inside!

Job Purpose

To develop and manage long and short term export-focussed sales, marketing and distribution of Danone’s African Expansion business, to support the overall objectives of the African Expansion strategy.

1. Planning

  • Develop and implement the growth plan for exports per country
  • Support the development of channel and customer plans by distributors, ensuring they align to the overall country plan.
  • Develop the tactical activation plan per channel, for each country
  • Develop the Key Account and Trade Marketing co-operative spend plan with relevant stakeholders in the commercial team
  • Take the lead for execution and execution management, in country
  • Monthly forecasting against stockholding, sales, arrivals and adjustments of stock
  • 2. Delivery

  • Drive volume, value and profitability through distributors to increase penetration and deliver on targets
  • Confirm monthly scheduled orders and co-ordinate Supply Chain to meet the need
  • Ensure that the stock in distributor depots is sufficient to meet in-market demand
  • Drive and monitor execution targets with each distributor, to ensure continuous achievement of targets
  • Lead the implementation of ad hoc projects into Africa, as required
  • Plan with local commercial team on Key account agreements in shared accounts
  • Manage the availability of correct portfolio with correct pricing strategy and promotional support for each country
  • Determine size of the category within each market
  • 3. Activation

  • Receive promotion material and mechanics from Marketing, and agree activation plans for all trade programs with Distributors
  • Sell the activations into the trade and major key accounts
  • Develop a KPI scorecard including service levels, distribution, price management and promotional support for each distributor
  • Manage the distributors in each country to ensure that all the agreed plans are activated at the correct intensity
  • Hold the distributors accountable for successful activation of the agreed plans and KPI plans.
  • Interact with all media agencies, for both ATL and BTL promotions to ensure that the relevant activation is executed correctly
  • 4. Finance and Budget
  • Manage a budget for in-country expenses, such as travel, cellphone and entertainment
  • Develop a country-level budget plan for activations and promotions, co-operative spend, and rebates
  • Continuously identify and implement financial efficiency opportunities within own cost drivers
  • Execute within the budget constraints
  • Reconcile monthly, YTD and YTG activation spends.
  • 6. Reporting

  • Submit monthly Distributor and Country reviews to the AE Manager and Commercial Director
  • Give feedback against the monthly budget (spend and sales performance) tracker

    Monthly DPF (Demand Performance Forecasting), clear, correct and communicated in time.

    For more information about Danone, its people and its business, please visit We have something special inside, do you?


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