Junior Commercial manager _ Africa Trading Markets

at  PepsiCo

Overview:

• Own and execute the commercial agenda within the Trading markets and grow markets in line with Business strategy with a key focus on delivery VOL NR and GP across 4 different categories.
• Develop High performing markets into strategic trade markets through channel & Category development & RTM
• To achieve annual operating plans by developing, implementing,sales plans; analysing macro economic trends while building and maintaining strong customer and distributor relations.
• Build and develop Trading markets into scale whilst balancing and managing a potfolio mix of different markets and categories whilst identifying new opportunity markets

Responsibilities:
Deliver the AOP against VOL NR and GP by focusing on 25 markets with clear process; plans and execution by driving sales through existing customers whilst identifying new markets for development and execution to deliver additional revenue.
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Finance

• Achieve Net Revenue; profit and volume plan across portfolio of markets
• Manage and implement the relevant trading terms and inco terms between Distributors and customers within each country to ensure all agreed elements are adhered to.
• Understanding the value chain to market and optimizing RSP
• Conduct portfiolio and Market review against AOP on VOL NR and GP and report into business
• Scenarion Planning & Gap analysis in order to achieve deliverables

• Ownership & Accountability for by market P&Ls to deliver profit for reinvestment

Customer

• Develop Higher performing markets into strategic trade markets with a focus on Channel management and Category management with a P&L lens
• Market analysis for new market creation/ development. Penetration and execution to significantly shift the commercial growth agenda
• Ensure effective communication & Liasing with Distributors to enable growth and development
• Acquire new customers and mini distributors to increase market penetration
• Customer retention monitoring by market by month
• Identify New markets for business development
• Develop and Unlock Quaker Plan for Africa Markets in close collaboration with Commercial Lead

• Drive Snacks acceleration in Africa

Process

• Receive and follow up on orders by customer monthly
• Understand ways of working by commercial team through WECA
• Recommend changes to optimize processes on delivering to these diverse portfolio of markets
• Forecast on a monthly basis by customer; by product
• Manage claims effectively and close off within specified timelines

• Be proactive and creative with new potential markets with regular prospecting

People

• Directly manage distributors & Distributor teams to deliver key results
• Close collaboration with support functions of Finance; Supply Chain and Marketing
• Conduct Weekly & monthly sales meetings with line manager and team
• Develop sound business relationships
• Be proactive and creative with new potential markets with regular prospecting
• Collect and organize info from Market and distributors, in order to enable plans and strategies.

Please refer the Job description for details