You are accountable for all the selling activities across the portfolio for your assigned category. In close collaboration with the Marketing, Customer and Operational teams, you need to achieve our growth targets in your category as well as deliver customer-specific programs and category management expertise to the customer. You own the shopper proposition, and you use your shopper understanding to deliver coordinated, innovative, cross-functional sales value to the customer. You are dedicated towards improving the capability of your customer marketing team and making Tiger a great place to work.
WHAT YOU WILL DO
- Effectively penetrate the customer to build rapport at all levels and to fully understand the customer, their business, and the marketplace.
- Lead the execution of a customer category management strategy which is aligned to marketing (ATL & BTL), customer and business activities.
- Effectively execute pricing and price adjustment strategies for all assigned categories for the customer that is linked to margin and volume delivery.
- Achieve promotional revenue objectives by tactic, price point, SKU, drive period & selling event for your assigned categories and customer.
- Translate insights of shopper behaviour across the category / categories, into POP drivers (i.e. transaction builders, shelf layout, category flow, location on shelf, forward share requirements, point-of-sale triggers).
- Working with your Customer Marketing Team, leverage your understanding of the mix implications on business profitability to deliver an optimal product mix to the customer that provides a return to the customer and the business.
WHAT YOU WILL BE MEASURED ON
- Overall net sales target
- Category market share /forward share/ distribution
- Gross margin / category profitability
- Speed to market implementation
- POP effectiveness and pricing strategy
- Customer Satisfaction
- Effective cost containment
- People Development (% of team meeting targets)
Experience
- Over 5 years customer / sales management experience within FMCG
- Qualification: Relevant Business Administration/Management/Marketing Degree qualification
- Category management experience across multiple channels
- Finance sales experience (promotional budgets, trade budgets, revenue forecasting, etc.)
Competencies
Influencing Others you are customer relationship obsessed. You align with customers by using a strategic and consultative sales process to understand customers needs and exceed their expectations while growing each customers and the Tiger Brands business.
Owning It you consistently demonstrate and proactively deliver a thorough understanding of shopper, category, competition and customer.
Driving Long Term Results you are fixated on hitting targets and delivering service to the categories. You can see beyond one customer or one point in time.
Staying a Step Ahead you have a comprehensive understanding of customer category innovations that will elevate our game.
In accordance with the employment equity plan of Tiger Brands and its employment equity goals and targets, preference may be given, but is not limited, to candidates from under-represented designated groups.
