Export and Channel Manager
Diversey
Total years of experience :16 years, 10 Months
• Exports - Responsible for all business operations in SADC and African markets, including sales, customer management, business development, key account management ($ 850 000 portfolio).
• Exports - Managing direct and indirect channels (Food Service and Retail; Building Service Care; Hospitality; Delivered and Non-Delivered Trade), as well as value chains related to each market.
• Channel - Responsible to Comprising Delivered Trade ($ 1.7 million portfolio - B2B sales and distribution partners, e.g.: Bidfood, G Fox&Co and others) and Non-delivered Trade ($ 2.2 million portfolio - B2C sales and distribution partners, e.g.: Walmart (Makro), Massmart (Jumbo, Cambridge), Cash and Carry Mega Stores and other retail groups).
• Command & own any and all programs & items, including regional P&L, budget forecasts, sales performance management, taking proactive & responsible steps to improve account profitability & cash-flow. Perform opportunity analysis for margin improvement.
• Establish & drive agreed growth plans for both organic growth & new account acquisition that ensures sales objectives are achieved. Lead important customer negotiations and all new business development projects.
• Hold regular distributor meetings to manage working capital, sales funnels & project completion.
• Compile & deliver area competitive intelligence to the business director and or Sector Leader to inform them about future sales & marketing opportunities.
• Develop reports as required for your managers, as well as Sector or Marketing leads, detailing: competitive environment; opportunities for sales, product, or service improvement; trends in competitive landscape; and recommendations to improve lead generation, bid, and sales close effectiveness.
• Facilitate the development of key competencies, such as selling skills, technical skills, etc. by following prescribed on boarding programs (new hire training program, ride-with requirements, team installations & selling opportunities) so that Account Managers are fully trained & capable of performing the role of an Account Manager (selling & servicing ware washing, laundry & housekeeping accounts).
• Identify & develop distributor relationships that will promote Company business while maintaining favourable product margins.
• Support & advice the distributor in sales forecasting based on customer consumption & ensure right portfolio mix.
• Manage the product portfolio & roll out innovations as per company guidelines.
Achievements - Diversey
• Salesforce.com Super User and Project Leader for implementation in South Africa.
• Youreka Super User and Project Leader for implementation and survey creation in South Africa.
• Commercial Excellence Lead - Communications Liaison and Change Management.
• Completed Miller Heiman Professional Selling Skills Training, as well as SPIN and LAMP Training.
• New Business Highlights: Hospitality: Hilton - HGI Gaborone and HGI Mbabane; BSC - Compass Gaborone and Luderitz.
• Responsible for growth activities in the WECA (West, East and Central Africa) region; identifying profitable countries and determining specific market segments for K-CP businesses.
• Commercializing business activities; managing P&L of the team, new customer setup, pricing and value chain, training, business development, and establishing sales schedules and growth objectives.
• Identifying new channel options for each market (Retail, Wholesale and B2B Distributors); defining suitable end-user clients according to segments with the associated KPAs (Key Performance Areas).
• Developing distribution partners (Retails, Wholesale and B2B) with the emphasis on segment training and sales capability.
• Establishing growth objectives and targeting options in the individual markets.
• Determining global key account partners (Marriott, Hilton and Nestle) and optimizing business opportunities in the defined segments.
• Collaborating with the regional business analysts, developing value chain for high priority markets.
• Assist with K-CP South Africa with local and export channel business development and account management.
Achievements - K-CP
• Important Business Wins: Marriott Hotels (Rwanda, Ghana and Nigeria); Shell Development Corp - West Africa (Nigeria).
• Developed new channel partners in Kenya, Ghana, Nigeria and Rwanda to service both consumer (retail and wholesale) and professional (B2B) markets
Distributor Account Manager (2013 to 2015)
* Account manager for distributor customers in the channel segment, with complete portfolio totals
upwards of R 100 million.
* Managed the customer portfolios for;
* Inland segments; Gauteng, Free State, and Northern Cape, and
* Cross-border segments; Namibia, Botswana, Lesotho, Swaziland, Zimbabwe, and
Mozambique.
* Influenced key distributor decision makers to enhance the KCP brand and encourage sales.
* Collaborated with distributor Sales Representatives and Key Account Managers to increase the KCP
market.
* Negotiated best possible price versus profit generation to achieve sustainable growth targets.
Managed the collection division for inland regions of South Africa.
* Controlled operations of the internal branch and customer base/network.
* Reported on the branch and customer networks’ monthly performance.
* Assisted with growth strategies.
* Managed training programmes for internal and field tracers.
* Project management: developed a branch network for effective operations.
* Served as Branch Manager for personal network and provided assistance with the customer network.
* Responsible for interviews (recruitment), personal development, and employee performance
appraisals.
* Identified and developed new clients (external debt collectors).
* Managed public education and awareness programmes on debt management.
* Offered training projects on management software systems, in-house call-centre staff, and
operational policies and procedures including Cybertrac frontend and TMS software.
* Submitted weekly reports on visits with principal contacts in the customer network.
* Sales, distribution and marketing of well know liquor brands (wine, spirits and ready-to-drink options) to main market customers (on-consumption, off-consumption, retail and corporate).
* Follow and implement brand development strategies as prescribed by National Brand Managers.
* Developed payment strategies for key accounts customers in the informal markets.
* Notable customers brands and groups included in sales portfolio: RGCB (Jack Daniels, Southern Comfort); Edward Snell & Co.; Pernod Ricard (Jameson's Whiskey, Chivas Regal).