Head - Modern Trade - FMCG

Key Responsibilities, Tasks and Activities

1.  Deliver annual sales and P&L targets by developing and executing the customer business plans.

2.  Fully own the annual agreement negotiation process with key retailers.

3.  Continuously analyse customer development, define and maximize business development opportunities.

4.  Produce excellent conceptual selling decks and establish our org as the category growth driver with key customers.

5.  Develop effective partnerships forOrg to be regarded as key supplier and engine for profitable growth.

Education and Experience

Relevant university education.

- A proven track record of 6-8 years professional experience in Key Account Management, ideally with FMCG/Food Category background, Work Experience with Challenger Brands would be a advantage.

- Excellent network of existing contacts and trade relationships.

- Category Management experience is a plus.

Skills and Knowledge

- Strong analytical, planning and negotiation skills with a sound understanding of financial bottom line implications of sales and marketing decisions.

- Successful front line retail negotiation experience and problem-solving skills.

- Strong communication and conceptual selling skills.

- Strong consensus building skills, with cross-functional leadership experience.

Key Areas

1) Lead and manage the implementation of Sales strategy with key Strategic retailers :Sales & new business forecasts, prepare and evaluate/track sales budgets ensuring that agreement counter performance is being executed.

2) Develop customer strategy and annual business plan in line with overall national sales strategy. Prepare negotiation scenarios and strategy and fully lead negotiation process.

3) Analyse available data sources (e.g. Nielsen, offtake data) to profitably manage the portfolio and derive growth opportunities for the brand with each key customer. Build effective annual promotion plans based on sound sales development and profitability analysis.

4) Build strong intercompany networks and establish a close cross-functional relationship with Trade Marketing. Jointly develop winning customer category strategies and conceptual sells.

5) Ensure that we are at the forefront of customer relationship management. Continually search to understand customer needs better and respond with customized programmes (in line with the brand equity) that are mutually beneficial.