Philip Morris International - Johannesburg, Gauteng
Purpose for the Job:
The dedicated Wholesale Executive role concentrates on the most SVC (Significant volume customers) customers assigned to him/her in each region in order for PMSA to achieve its Volume; SOM (Share of Market); MC (marginal contribution) and Distribution Targets. To lead, develop and maintain excellent business relationships with key trade partners to ensure business growth in the respective territories. To create and implement business plans, and all activities based on the agreed commercial strategy in relation to the designated trade partners in order to achieve sales objectives.
Wholesale & Distributor Management: Achieve Territory Volume and MC Targets; Set and communicate sales targets to distributors and wholesalers. Working with the SVC customers in the territory, achieve assigned monthly; quarterly and annual Volume & MC Targets across OTP (Other tobacco products); CC (Combustibles) and Heets categories. Volume achievement across the categories must reflect the required Product Mix in order to realise MC Targets. Ensure products are available; visible and priced according to RSP (or below. Ensure distribution opportunities or gaps are identified and communicated with Distributors and Wholesalers and that action plans are developed and negotiated to either capitalise on opportunities or close gaps.
Sales Order Generation and Stock Management: Negotiate optimal order size and value. Adhere to required customer visit frequency, either weekly or minimum bi weekly with each assigned SVC. Negotiate Margins and ensure correct pricing and margin calculations. Motivate and propose correct credit limits with Finance accounts receivable supervisor. Facilitate timely customer account payments. Negotiated orders with SVC's must appropriately consider Trade Promotions and Product focused drives; New Product Launches etc avoidance of Out of Stocks and LOGD. Ensure correct stock rotation according to FIFO and ensure that stock is stored and handled correctly within customer base and that returns are minimised and well managed.
Reporting: Provide accurate SOH reports of SVC's stock on hand and rate of sale in order to accurately negotiate orders and ensure accurate volume forecasts and minimise returns. Provide timely feedback on customer stock levels and ROS to Area Wholesale Manager in order to consolidate into accurate data reports for S&OPS production planning. Compile and Provide reports on territory performance covering each product category and brand performance; consumer trends and territory dynamics.
Customer Relations: Establish and build excellent trade relationships; Analyze; compile and conduct monthly customer business reviews, respond to customer queries with urgency and communicate professionally at all times. Co-ordinate 3rd party deliveries and feedback. Cooperation. Actively cooperate with other Functions of the Organization in order to provide a high level of service to the appropriate Departments.
Budget Management: Tracking; Reconciliation and Compliance of allocated budget on a monthly basis. ROI calculated and evaluated and submitted to Area Sales Manager Wholesale on a monthly basis.
Work and Education:
Minimum, matric certificate. Sales and or Marketing diploma would be an advantage
Minimum 3 - 5 years’ experience in commercial-related area.
Solid experience in dealing and engaging with SVC customers at a strategic and tactical level, with a proven track record of outstanding sales results.
Successful incumbent must have a valid South African drivers license
Results Driven; Critical and Analytical thinking; Commercial Savvy; Digital savvy; Negotiation and Persuasion skills; Deal Closing/Account Management; Priority Setting; Diverse territory knowledge & orientation; Excellent Communication skills - presentation; written and verbal; Customer orientation; Establishing & Maintaining Interpersonal Relationships; Resolving Conflicts / Problem-solving skills; Ability to build trust; Collaboration; Computer literacy. Ability to work independently and solutions driven.
Preference will be given to EE Candidate
Closing date: 21 January 2020