Head of Sales

Recruiter:

Network Recruitment International

Job Ref:

NWI000562/OM

Date posted:

Thursday, October 6, 2022

Location:

Kenya, South Africa

Salary:

Competitive package

JOB SUMMARY:
Head of Sales

JOB DESCRIPTION:

About Pernod Ricard

Pernod Ricard is the world’s co-leader in wines and spirits.

Created in 1975 by the merger of Ricard and Pernod, the Group has undergone sustained development, based on both organic growth and acquisitions: Seagram (2001), Allied Domecq (2005) and Vin & Sprit (2008).

Pernod Ricard holds one of the most prestigious brand portfolios in the sector: Absolut Vodka, Ricard pastis,

Ballantine’s, Chivas Regal, Royal Salute and The Glenlivet Scotch whiskies, Jameson Irish whiskey, Martell cognac, Havana Club rum, Beefeater gin, Kahlúa and Malibu liqueurs, Mumm and Perrier-Jouët champagnes, as well Jacob’s Creek, Brancott Estate, Campo Viejo wines.

Pernod Ricard employs a workforce of nearly 18500 people and operates through a decentralized model, with 6 “Brand Companies” and 80 “Market Companies” established in key markets. Pernod Ricard is strongly committed to a sustainable development policy and encourages responsible consumption. Pernod Ricard’s strategy and ambition are based on 3 key values that guide its expansion: entrepreneurial spirit, mutual trust, and a strong sense of ethics.

Set and deliver ambitious commercial targets:

Cooperate with the marketing team to set ambitious targets -in volume and value- factoring market’s trends and portfolio priorities.
Deliver those targets through excellent RPVA (Relationship, Presence, Visibility, Activation) by the PR sales teams in channels and customers covered directly and by key wholesalers and stockists for general trade customers serviced indirectly.
Regularly review sales performance with key stakeholders (sales managers, head of marketing, MD), engage accelerating or corrective actions.

Build and maintain a performing RTM/RTC:

Make sure that the commercial team visits and engages with all key final customers in modern off-trade, e-commerce, general trade (wines & spirits, on-trade), premium on-trade.
Select the best general trade wholesalers (distributors) and make sure that Joint Business Plans are driving RPVA ((Relationship, Presence, Visibility, Activation) improvement and sell-outs growth in the universe served by those wholesalers. The efficient of those joint business plans shall be supported by conditional trade terms (see below).
Design the sales organization by channels and geographies.
Make sure that (Convivio) SFA’s customers’ master data is permanently accurate re. customers’ information and segmentation. Make sure that SFA’s audits template reflects our portfolio priorities.

Augmented profitability:

Build conditional “pay for performance” trade terms that drive key customers’ sell-outs growth and enhanced PVA of our strategic brands and brands/qualities.
Make sure that consumers’ prices are in line with brands’ guidelines and consider the key competitors’ price positionings.
Track and optimize trade investments to ensure maximum ROI possible. These investments are distributors’ back-margins (pay for performance), visibility and activation (promotions) investments in outlets.

Sales Transformation:

Cooperate with PR head of Transformation and the Transformation Office to drive sales transformation in country. This includes:

Acquisition of customers’ sell-outs data
Implementation of latest tools and processes (SFA, D-Star when available for classic markets)
Tight monitoring of or direct contribution to all projects relating to RTM transformation, customer engagement, augmented profitability, role of data in sales optimization.
Exploring and developing channels’ opportunities (e-commerce, direct to trade or disintermediation, etc.)
Advocate for the implementation of the change management within the sales team to ensure their successful adoption to transformative initiatives

Build and maintain a professional engaged sales team:

Recruit, develop, motivate a team of highly engaged sales managers and sales reps.
Convey clear strategic messages that in turn the sales managers and reps are turning into clear priorities for our distributors.
Defines and monitor smart objectives part of the SIPs (Sales Incentives Plans) + collaborative building of her/his sales managers’ developments plans + inputs and supervision for sales reps’ development plans. Spend 60% minimum of her/his time on the field.

Sustainability & Responsibility:

Make sure that the customers’ relationships are compliant with PR Code of Business Conduct.
Make sure that all commercial activities are compliant with PR Code for Commercial Communication and Health & Safety policy.
Cooperate with the marketing and trade-marketing team to promote Responsible Drinking campaigns in all channels and relevant outlets.

Planning:

Contribute, leveraging market’s fundamentals and opportunities, and in cooperation with marketing / finance / MD, to set portfolio priorities and ambitious targets (volume, value) that beat the market. This applies both to yearly budget process and to the Growth Equation when we go “Beyond Budget”. The ambition shall be driven by “acceleration of the core business” and “transformational opportunities” (channels, categories, new business models…).
Make sure that she/he and the sales managers deliver an 18-months rolling sales forecasts every month, that leverage market’s information and sales data, notably sell-outs when possible.
Design the customers’ joint business plans and the promotional and trade investments.

Reporting and Tracking:

Collect and leverage information and data to structure and share monthly or ad-hoc reporting that brings valuable and/or actionable insights to all other departments or other group’s stakeholders.
Monitor the full P&L and influence the key drivers to ensure short-term targets’ delivery and long-term business growth Optimize and monitor the trade investments.

Requirements:

A university degree in Commerce, Sales and Marketing or other relevant discipline + compelling marketing and commercial experience in FMCG industry at senior level
Strong communication, interpersonal and negotiation skills
Result orientation, innovative thinking.
Planning and organising skills, including for volatile business context
Strong numerical and financial acumen
Computer literacy, good knowledge of Microsoft Office Suite

NB! This job is now closed. You can apply for other jobs by uploading your CV.

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