Upfield
Main Responsibilities
Reporting to the General Manager, East and Southern Africa (ESA), the Head of Sales Southern Africa role will oversee the overall sales function for the Southern Africa Market and will perform the following.
- Deliver the growth plan for the countries: Zambia, Zimbabwe, Malawi, Mozambique, Mauritius (with future expansion in white space countries in Southern Africa markets)
- Bring local businesses in line with agreed category, country and customer plans.
- Build strong relationships with Customers for mutual business benefit.
- Develop local Sales/Customer Development team to ensure leadership within local market.
- Prepare Sales/Customer Development organization for new and rapidly changing market realities.
- Simplify Costumer Development structure, processes and standards in line with agreed operating framework.
- Attract and build the best Customer Development talent; Build strong succession plans.
- Bring the customer alive in the business in all other business functions.
So what does it take to be successful in this role?
- Create One, high performing and integrated Sales organization in the region in line with principles of go to market organizational model and benchmark targets.
- Deliver on the Annual Business Plans
- Continuously improve Customer relations (profitability, growth of share, loyalty, satisfaction, etc.)
- Champion Joint Business Planning excellence
- Champion Consumer / Shopper Insight excellence
- Develop Regional and Global Customers based on shared Global and Local P&L responsibility to optimize footprint in these customers for total business
- Champion the turnaround of the multi-country organization into a customer and shopper driven organization
- Lead continuous improvement of the capabilities of the Sales team
- Lead pilots of new innovative channels/ ways to get to consumers and bring successful pilots to maturity
- Represent the company externally in industry as agreed in a regional context
- Open up/set up new white space markets
- Strengthen Route to Market with the right partners
- Enforce discipline in Distributor Management System (DMS) Usage across all customers and markets.
Experience Required
- 15+ years of business experience
- Strong cross-functional understanding and experience
- At least two or three leadership roles in Sales/Customer Development
- Marketing experience
- Proven People Management experience
- Broad experience and proven track record working in different market conditions, for different customers.
- Multi country experience as the role will cover all our current Southern markets namely Zimbabwe, Malawi, Mozambique, Mauritius and all other white space markets in the Southern Africa region