Role: Chief
Commercial Officer
Reports to: CEO
Job Summary
Job Summary
Commercial Destination:Delivering Sustainable
Volume & Profit growth through World Class Marketplace Execution
World Class Marketplace Execution means executing a segmentation strategy based
on robust shopper & consumer insights (one store at a time) across the
entire universe of retail trade (e.g., Supermarkets, Traditional Trade,
Emerging Channels, etc.) to ensure:- The
Right Brands for the key occasions that exist within each store are
available
- The
most Appropriate Packages that best meet each occasion exist in the outlet
- The
selected brands & packs are merchandised in the best location in store
- The
Right Price Points are selected to meet different occasions (RGM)
- The
Right Value Proposition (promotional mechanic / combo) for each occasion
is demonstrated
- The
Right in-store Message that fits the specific shopper/occasion is
communicated
- Right
people doing the right jobs (well placed, trained, motivated, capable etc)
Commercial Director Role Objective:
Deliver leadership in commercial management inclusive of:
- Route-to-Market
Optimization
- Account
Management & Collaboration (Traditional Trade & Key Accounts)
- Productivity
across Sales Force & Route Delivery
- Environmental
sustainability
- System
Alignment
- People
Development
Key Responsibilities:
- Accountable
for developing and implementing Annual & Long Range Commercial
Business Plans
- Develop
appropriate goals, metrics, & management routines to support delivery
of both Business Plans & the BIG Commercial Destination : “Sustainable
Volume & Profit Growth through World Class Marketplace Execution”
- Lead
and manage sales and key account management teams
- Responsible
for growing total NARTD unit case volume whilst growing Core Sparkling
Beverages
- Responsible
for increasing market share (Volume & Value) in all existing
categories
- Execute
successful launches of new beverage categories (including deploying new
RTM models where appropriate)
- Accountable
to develop & execute Revenue Growth Management strategies for
sustainable Revenue/case growth
- Responsible
for building collaborative work relationships with key customers, industry
associations, & stakeholders (system alignment)
- Responsible
to improve the organizational capability and human capital; delivering a
robust talent pipeline of succession
- Key
member of the Country Leadership Team to set strategy, vision &
culture
Required Qualifications / Experience
- Minimum
bachelor’s degree and preferably an MBA from a recognized business school.
- Over
10 years of relevant experience working in a Sales, Marketing or
Commercial role with:
- a
minimum of 5 years experience working in the beverage industry
- a
minimum of 3 years experience working as the head of the unit /
department.
- a
minimum of 3 years experience working in Emerging Markets
- Experience
managing a revenue budget in excess of USD 60M and leading a sales force
across multiple geographies, territories or business units.
- Experience
leading or overseeing post-merger implementation plans, in particular
sales, marketing, channel and route-to-market optimization.
- A
track record of leadership with a focus on monitoring and driving
execution towards the realization of revenues synergies.
Required Competencies
- Experience
in multi-location / operations management
- Previous
experience in rolling out new sales and marketing structures
- Revenue
and volumes growth
- Good
knowledge and experience in beverage industry
- Knowledge
of local FMCG market dynamics
How to apply:
Applicants should email their applications attaching a detailed
curriculum vitae and a letter indicating why they are interested in and
qualified for the position and the names of three referees who can provide
confidential assessment of their capabilities to a Search Committee.
All communications relating to applications for this position
should be addressed to: therecexpert@gmail.com.
Applications should be received by 10th May 2013.
Only shortlisted candidates will be contacted.
On the subject matter of the email please indicate the position
you are applying for.