- Dar es Salaam, Tanzania
Company Description
Our Dream is to bring people together for a better world. Beer, the original social network, has been bringing people together for thousands of years. We are committed to building great brands that stand the test of time and to brewing the best beers using the finest natural ingredients. Our diverse portfolio of well over 400 beer brands includes global brands Budweiser, Corona and Stella Artois; multi-country brands Beck’s, Castle, Castle Lite, Hoegaarden, and Leffe; and local champions such as Aguila, Bud Light, Jupiler, Klinskoye, Modelo Especial, Quilmes, Skol, and Victoria. Our brewing heritage dates back more than 600 years, spanning continents and generations. From our European roots at the Den Hoorn brewery in Leuven, Belgium. To the pioneering spirit of the Anheuser & Co brewery in St. Louis, US. To the creation of the Castle Brewery in South Africa during the Johannesburg gold rush. To Bohemia, the first brewery in Brazil. Geographically diversified with a balanced exposure to developed and developing markets, we leverage the collective strengths of approximately 200,000 employees based in more than 50 countries worldwide.
Job Description
To maximize sales growth, retailer execution gains, and profitable share gains within the main market classes of trade by defining channel strategies (sales, service, category) and plans and leading plan execution to deliver the intended results (adapting the plan as necessary).
Key Roles & Responsibilities
Champion the main market COTs: Manage expectations of main market COTs within SAB Ltd, define and gain agreement to wining strategies and plans, and mobilize organization to execute these plans and deliver the intended results.
1. Channel strategy and planning
- Define Main Market Channel strategy including trade segmentation, the role of each segment and the optimal trade service package (return/investment) in light of TBL’s portfolio strategy, including price standards by channel SKU
- Lead the development of strategic channel and customer plans designed to execute the brand plans and ensure TBL earns preference in this Channel, given understanding of consumer, shopper and customer levers and opportunities, and barriers and trade/TBL economics and their evolution
- Ensure full understanding of competitor context (the competitor strategy , the role of the channels in the competitor’s business, the role of competitor portfolio offering in the Channels) is factored into plans
- Participate in the annual Marketing and Sales budget development process through leading the development of the Trade Marketing budget proposal (aligned to the agreed strategic direction)
- Proactively engage with brand teams to provide upfront insights into licensed main-market Channels and design Channel plans that implement brand direction and drive integration with regional plans
- Define performance promise, based on customer and consumer insights, that will enable TBL to win at the moment of truth with consumers and customers, via a tailored service package
- Guide modeling work of various tailored trade service packages (aligned to the overall Trade marketing budget), so as to define sustainable, compelling commercial propositions to gain customer preference for SAB’s brands
- Identify key volume drivers by segment, model, and prioritize based on return (aligned to portfolio & business strategy) verse investment
- Identify service/S&D requirements given route-to-market model and economics
- Synthesize into a recommended TSP across segments, given expected market evolution, consumer & shopper insights and the return on investment
- Gain agreement to TSP proposal and lead the implementation to fulfill the performance promise and deliver intended results
- Identify occasion/pack strategies, assortments, executions and innovations by channel, to satisfy consumer/shopper needs and maximize profitable growth for TBL and the trade.
- Develop and maintain an in-depth and up-to-date understanding of channel dynamics through regular in trade interaction, engagement with the sales organization and by remaining current with all relevant channel, customer and shopper research
2. Customer relationship management
- Partner with Regional District Managers to manage relationships with key customers (Top customers, etc.)
- Develop guidelines for contract constructs and target setting, approve contracts and targets for key customers, and provide direction to Customer Incentives Team on incentive programmes for Main Market channels, such that the programs enable TBL’s strategic agenda
- Lead design and execution of Retailer events to gain retailer preference
- Lead planning and implementation of channel promotions and programmes to deliver on intended results
- Track, monitor and control performance and compliance of all programmes, promotions and campaigns
Qualifications
- A relevant B Degree or equivalent
- 8years + relevant commercial experience, including experience of best practice Sales, Marketing and Customer Marketing in an FMCG environment
- Evidence of outstanding coaching and consulting skills
- IT/information management knowledge experience
- Strong bias for action and learning through in-market pilots and tests
- High EQ (needs to interact and work with different functional perspectives)
- Ability to influence the agenda and lead from front to develop and embed new ways of working and a culture of inspired thinking
Additional Information
The advert has minimum requirements listed. Management reserves the right to use additional/relevant information as criteria for shortlisting.
1. Attach all documents as one, preferably as a PDF document
2. Internal Applicants require Line Manager Approval, and to attach it to their application
Closing Date: 17 July 2021
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