Commercial Divisional Manager (FMCG) - Queensburgh

Location: Durban, South Africa
Salary: Neg
Recruiter: Alpha Labour Solutions
Job Ref: PE000059/LV
Date posted: Wednesday, November 13, 2019
Summary: A Commercial Manager is required in Queensburgh to manage the Commercial process and increase profitability in Commercial through astute key accounting, customer relationship management and strategic view account plans.



Job Description

Special features:             

  • P and L calculations        
  • Trading term negotiations           
  • Morpheus Platform utilization (Sales, Production quality, Distribution- crate)     
  • National NDD'S- route revisions and improvements        
  • Ability to interpret and analyse sales figures       


Required Education Level:         

  • B Degree in Marketing/ Sales or MBA    


Maintain and Improve Business Relationships:

  • Conduct business, strategic reviews and relationship management at a senior level        
  • Liaise regularly with buyers and listing of new products and measure success of promotions
  • Implement new sales strategies, promotional plans, price increase and Annual Trading Terms by direct negotiations      
  • Implement account strategies and customer plans for specific accounts through direct negotiations 


Implement 360 Degree Sales Strategy: 

  • Drive volumes by means of specific and unique sales strategies, incorporating customer and store specific promotional activity       
  • Develop and implement new commercial strategies to counter competitor activity         
  • Negotiate new business opportunities
  • Aggressively grow market and forward share    


Manage Sales Division's Profitability:

  • Accountable for profitability within the area (per customer group) and product pricing strategy and control               
  • Manage product margins, volumes and product ranging within and by area         
  • Manage key account and general trade pricing model in terms of competitiveness and RSP (Retail Sales Price) adherence            
  • Regularly report actual performance against budget with variance analyses and remedial actions             
  • Manage financial year budgets (fixed cost, pricing, volume, MOM, Co-ops and re-bates, advertising and returns)              
  • Regular review of product profitability and contribution by SKU (P and L's etc)   
  • Develop annual budgets (fixed cost, pricing, volume, advertising, co-ops and re-bates, etc


Manage Commercial Functions:

  • Manage inputs of  Account Managers, Merchandisers, Telesellers and Sales Admin within geographical area               
  • Provide sales team with relevant store information (profitability by product by store)    
  • Manage the sales process to customers in an assigned area according to Campro and Synergy principles/process          
  • Set clear PMA objectives and ensure regular feedback reporting    
  • Effective utilisation of Morpheus applications    
  • Effective training and localisation plan mentorship program


Coordinate Teamwork with Distribution and Production:            

  • Proactive input relating to >95% product supply levels   
  • Collaborate and engage actively with distribution and production, with regards to customer service levels and market supply         


Manage Staff:  

  • Manage a team of Regional Sales Managers and drive discipline via Sales Execution channels
  • Set objectives and manage performance             
  • Determine and address training needs 
  • Ensure team is motivated and engaged to do their best at all times         
  • Coordinate leave management and track execution against plan              
  • Coach, train and develop staff  
  • Ensure successors are in place  




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