Job Title: RTM Sales Manager: KZN

About us

With over 200 brands sold in nearly 180 countries, we’re the world’s leading premium drinks company. Bring your passion and use your curiosity as you explore, collaborate, and innovate to build brands consumers love. Together with passionate people from all over the world, you’ll test new ideas, learn and grow, and unlock a brighter, more exciting future.

Join us to create a career worth celebrating.

About the Function:

Our Sales team love building relationships, connecting with customers to sell our much-loved brands in new and vibrant markets where they can thrive. They help sell our iconic brands across 180 countries every year.

We’re operating across different markets, channels, and areas of expertise. Using your curiosity and passion, you’ll make the most of consumer insight and digital platforms, reaching new customers, markets, and celebrations to help us achieve our growth potential. We’ll support your learning and growth as you develop your career with us and work with people across our business to realise your fullest potential.

About the role:

• To drive Volume, NSV and Market share growth through Diageo SA’s Route to Market partners

• To manage and monitor the Pricing, Availability and Distribution and Visibility of Diageo brands through Diageo SA’s 3rd Party Partners.

• To build relationships with the 3rd party partners while ensuring they comply with all of Diageo’s CARM and GAR policies.

Role Responsibilities:

• Operational

• Develop Strategic plans and budgets for all Route to Market Partners which meets area guidelines and objectives.

• Cascade the Diageo SA strategic objectives into the Route to Market Partners to ensure “line of sight” or alignment.

• Lead the development of brands through trade marketing activities aligned the Diageo SA cycle plan, to achieve targets in terms of volume, market share and value.

• Identify business risks related to the Route to Market Partners and area, develop contingency plans to address them (opposition, AIT, Macro/Micro-Environment).

• Develop business cases for pricing, distribution expansion initiatives and other project to drive achievement of AOP.

• Callage on all assigned RTMPs (min 5 calls per day) to negotiate and influence orders, or take opportunities based on market intel.

• Conduct monthly RTMPs reviews – scorecard and data driven.

• Monthly Execution measurement to be conducted in market area driven by a scorecard across all channels.

Innovation

Drive at least one innovation to implementation per quarter outside the innovation calendar. (Initiatives should be around, growing sales, doing things differently, growing share, NRM)

Relationships

Build a company corporate image whilst operating to the highest standards of business ethics, environmental, health and safety.

Develop cross functional culture and support interaction across all levels of the company.

Create sustainable investment contracts for business partners to strengthen the relationship.

Manage Account relationships with the RTMPs. Aim to be their number 1 valued business partner.

Management

Mobilise resources to realise company AOP and Mission.

Ensure regular monitoring of AOP and Mission.

Ensure the implementation of common platforms and best practices in line with Diageo SA standards.

Ensure effectiveness of controls over business processes and integrate Audit function as a real business partner. (CARM and GAR Compliancy through the line)

Establish adequate security standards in order to protect company assets at the Route to Market Partners.

Lead and control the internal environment of the company in accordance with Company Policies and in order to minimise business risks.

Drive overall implementation of cycle plan in a timely manner. Take ownership of the OTIF of implementation of a cycle plan.

Ensure timeous and accurate reports of opposition, illicit, market trends, volume trends and other market information on a daily, weekly, monthly, quarterly basis.

Co-ordinate 3rd party of installation of POS in store by managing timelines of the customer and the supplier.

Manage, monitor and measure RTMPs against global SHE policies. Reporting to be done annually.

• Empower and support team to drive high performance.

• Demonstrate high commitment to personal and team development allocating meaningful time and resources.

• RTMPs meetings and reviews held monthly

• To develop and roll out training material/requirements to Route to Market Partners

Leadership

Communicate and translate the Leadership standards into a “way of living” that inspires enthusiasm and commitment

Establish clear goals consistent with Leadership standards, as well as clear roles and responsibilities for RTMPs.

Experience / skills required:

• Suitable degree

• Valid Driver’s licence.

Experience

• Minimum 5 years Sales experience

• Proven track record of performance and people leadership

• Commercial experience in FMCG is advantageous

Skills

• Market and Competitor Knowledge

• Customer Understanding

• Channel Dynamics

• Joint Customer Planning

• Channel and Customer Activity investment planning

• Plan & Develop Growth Drivers

• Customer Planning and Forecasting

• Plan and Develop Executional Standards

• Customer Proposition

• Advanced Negotiation

• Executional Standards

• Total Trade Investment Evaluation

• Inspirational leadership,

• People Management

• Training, coaching & Mentoring

• Influencing at all levels

• Systems literacy

• Networking & collaboration

Diversity statement:

Our purpose is to celebrate life, every day, everywhere. And creating an inclusive culture, where everyone feels valued and that they can belong, is a crucial part of this.

We embrace diversity in the broadest possible sense. This means that you’ll be welcomed and celebrated for who you are just by being you. You’ll be part of and help build and champion an inclusive culture that celebrates people of different gender, ethnicity, ability, age, sexual orientation, social class, educational backgrounds, experiences, mindsets, and more.

Our ambition is to create the best performing, most trusted and respected consumer products companies in the world. Join us and help transform our business as we take our brands to the next level and build new ones as part of shaping the next generation of celebrations for consumers around the world.

Feel inspired? Then this may be the opportunity for you.