Commercial Executive - Lascom Management Systems

Introduction

A leading South African manufacturer and marketer of Traditional Sorghum Beer and alcoholic beverages is looking for a Commercial Executive to join their successful team.

Role Purpose

The Commercial Executive will be accountable for shaping and driving the Commercial agenda in the company, with specific responsibility for developing and implementing an integrated commercial strategy for the Business Unit and delivering all the key commercial processes.

The Commercial Executive is the strategic interface between Brand Marketing, Channel Marketing and Sales and Distribution leaders in order to embed a strategic integrated approach to commercial resources development and management to deliver business results.

The incumbent will leverage capital and people resources in order to enhance sustainable growth in brand equity, sales volume and market share, cost management and productivity, competitive advantage and corporate reputation.

The Commercial Executive will manage and quality assure the embedding of world class commercial management approaches and processes, while ensuring that the interests and needs of the business unit are addressed in order to create a culture of high performance and continuous improvement.

The incumbent has overall responsibility for championing Channel Development, Channel Execution, Sales Development and Distribution practices that underpin high productivity and optimum resource utilisation, including development of systems that enhance business performance.

Duties & Responsibilities

Top Accountabilities

Providing Sales and Distribution management services to line.
Providing leadership to Distribution Services, S&D and Channel Development teams.
Co-ordinating programs that assist the business to achieve superior results.
Creating high levels of efficiency and effective utilisation of commercial resources to enhance productivity.
Reviewing and developing policies and processes that promote high productivity within the commercial function.
Ensuring best practices in commercial management.
Ensuring sound management of Third Party Distributor operations.
Ensuring sound industrial relations that enhance productivity.
Equipping line with the necessary channel, sales and distribution management skills.

Strategic operational leadership

Lead the development of Sorghum Business Unit strategic commercial plan
Champion brand and pack portfolio development and proliferation strategy
Define a RtM strategy that is appropriate for the business
Develop and implement appropriate Go to Market framework for the business unit
Designing standard operating procedures, models, templates and processes for commercial
Develop, track and monitor implementation of operational plans for all local, regional and national brand properties
Design and recommend organisational structure that supports effective and efficient delivery of Channel, Sales and Distribution goals and objectives.
Design operational plan for post-consumer PET waste management

Planning and Budgeting

Co-ordinating the development and implementation of departmental plans and budgets in line with strategic plans and ensuring proper control and use of approved financial resources.
Providing expert advice and guidance to S&D in developing sales, customer, volume growth, market share growth and distribution plans

Review commercial resource requirements and work with S&D to create a commercial resources plan.
Track implementation progress of commercial plans and measure the delivery of the business case

Channel Development and Trade Relationship Management

Co-ordinate and monitor the functions of Channel Development.
Develop and provide S&D with the tools to manage customer relationships.
Manage the development and implementation of customer development and loyalty building programs aimed at achieving volume growth and market share objectives
Lead the design and manage execution of strategies to grow and develop current and new trade channels
Design, implement and monitor customer communication and stakeholder engagement programs
Develop contemporary channel specific merchandising and beer dispensing equipment
Define and implement CAPEX for merchandising, indoor and outdoor display equipment
Accountable for communicating, defining and implementing relevant IRVPs by channel to S&D
Support the development of channel specific price compliance tools and programs
Measuring, monitoring and tracking customer satisfaction indices
Manage interface with Merchandising Agents

Market Development

Design and monitor implementation of a market development plan for the business unit
Spearhead strategic initiatives and programs to grow outlets
Supervise the development and execution of annual customer plans for key accounts
Track and monitor implementation of retail training programs
Lead the development; track and monitor implementation of a national liquor licensing plan

Market Execution

Conducts market audits to identify sales and market share growth opportunities and advise S&D of interventions to close gaps.
Leading and guiding the development and communication of channel execution and LOS standards to S&D
Ensuring national, regional and local brand properties and sponsored events are executed to the highest quality standards.
Design and implement a system of measuring, monitoring and tracking performance in the trade
Conduct market audits to identify opportunities for volume, market share and customer service improvement.
Co-ordinate internal market audits and drive implementation of action plans to close gaps arising from internal and external audits
Track and monitor action plans from Annual Customer Plan
Execute indoor and outdoor outlet signage

Distribution Services

Support the function of Distribution.
Lead the development of freight and distribution plans.

Ensuring implementation of sectional plans for the achievement of the business objectives within set timelines, budgets and agreed performance standards.
Conducting and facilitating research and providing expert advice to Sales and Distribution on RtM best practices
Ensure optimisation of the Sorghum primary and secondary fleet
Reviews and analyses distribution boards to unearth improvement opportunities and oversees the implementation of recommended solutions
Champion Distribution Management practices that underpin productivity and optimum resource utilisation.
Developing of effective and efficient freight and distribution systems that enhance the business performance.
Conducting and facilitating research and recommending best practices in Logistics.

Capability Development-Sales Development

Analyse and assess commercial learning needs required to deliver the business strategy and develop a Learning and Development plan to address gaps
Spearhead commercial CAP, training and development as well as co-ordinating commercial skills capability building programs
Participate in recruitment, selection, and motivation of Sales & Distribution, Channel, Commercial and Distribution services staff to meet long term Company goals.
Responsible for Commercial and S&D staff development and driving succession planning within the functions.
Develop mentoring and coaching relationships with key talent and skill in Commercial and S&D.
Critically reviewing transactional commercial work on an ongoing basis to determine if services can be delivered more efficiently and implement appropriate solutions to ensure value addition
Responsible for communicating, implementing, leveraging and embedding the core Commercial processes
Work with HR to develop and implement commercial talent management solutions that will underpin business priorities
Developing and implementing sales reward programs

Performance Management

Setting customer oriented individual goals and conducting performance reviews with subordinates to evaluate performance, identify growth opportunities and map out personal development plans to drive performance.
Providing timely, impactful support and guidance to commercial team through coaching and modelling
Ensuring good Industrial Relations in the department through regular meetings and feedback mechanisms

Asset Care and Management

Maintaining departmental assets including furniture, fittings, computer equipment and vehicles.
Maintaining an up to date asset register and agreements for all merchandising and product dispensing equipment in the trade

Reports

Preparing weekly, monthly, quarterly, half yearly and yearly Sales, Channel and Distribution for the General Manager.
Consolidating and monitoring weekly and monthly sales, distribution DPIs reports.
Ensuring submission of daily commercial reports with actual performance against set targets.

Desired Experience & Qualification

Qualifications

Grade 12
A degree in Business/Marketing/Commerce plus a professional diploma in Marketing Management

Experience

At least ten years’ experience in Commercial Management, five at senior level
The incumbent should have solid commercial management background and a sound knowledge of business
He/she should possess superior interpersonal, organisational and communication skills in order to interact effectively at all levels.
He/she should be an above average lateral thinker with excellent networking skills.
He/she must possess high conceptual skills as well as innovative, statistical, analytical and enquiring mind.
He/she must have the ability to display high effectiveness and personal impact.
He/she must demonstrate high organising ability, good negotiation skills and bias for action.

Knowledge and Skills

Incumbent should have a clear knowledge of:

Sales and Distribution Management.
Marketing Management
Channel Development
Key Accounts Management
Business Operations
Third Party Distributor Management skills
Financial Management
Strategic Planning and Management

Incumbent should possess the following skills:

Mature analytical and statistical analysis skills
Leadership and problem-solving skills
Change Management skills
Communication and Presentation skills
Negotiation skills

Should you not receive a response within 14 days of applying, please consider your application unsuccessful.

Package & Remuneration

R600k – R1million CTC Per Annum