Commercial Operation Manager

Purpose

Responsible for the Organisational effectiveness of the Sales force through:

• Administration of Depot operations
• Administration of field sales operations
• Systems usage and support
• Effective customer management to enhance relationships with trade partners

Responsibilities

Administration of Depot Operations

Manage the operational effectiveness of:

• Order to Cash
• Cash control
• Credit management
• Stock weeks
• Budget & Overhead
• Depot administrator training
• Depot administrative audit

Administration of Field Sales Ops

Manage the operational effectiveness:

• Field administrational support
• Sales stationary
• Sales purchasing
• POS distribution & storage from Marketing store onwards
• Fridge placement, management and maintenance
• Cross functional liaison and coordination.
• Commercial Procedures manuals
• Personnel-related Sales issues
• Headcount reporting and control
• Expense claim and control

Systems usage and support

Overseeing the effective use, management and development of Systems to:

• Target, split and report Sales KPIs fully and on time to other users
• Manage Sales force incentives
• Maximise the value of Customer Driven Outlet Segmentation (CDOS)
• Collate, interpret and report market and competitor intelligence gathered by the Salesforce

Customer management

Develop effective customer management initiatives to enhance relationships with trade partners:

• Trade promotion coordination
• Handling of rebate, incentives and commission
• M&E of customer satisfaction
• Tracking of pricing v competition
• Customer Helpline
• Customer database

Team Leadership

• Manages, motivates, trains and coaches his team through inspiring leadership
• Champions a strong culture of development / evaluation through Audi, coaching and training his team
• Builds clear Personal Development Plans to enhance performance and individual growth of his own team
• Searches for world best practice locally and globally in his area of responsibility and shares learnings across the business

Relationships

• Executive and Sales Leadership teams
• Close, constant liaison with all other Departments. Represents Commercial Dept at Planning meeting
• Customer relations with Distributors and Retailers

Qualifications

• University Degree (preferably MBA) in Business or related field
• 3-5 years track record in a senior Systems / Logistics / Commercial or Finance role.

Experience

• FMCG, preferably beverage industry related, exposure
• Strategic vision
• Deep understanding of the Big Picture (macro PESTEL, SWOT, etc)
• Good leader, coach, trainer and facilitator
• Finance and systems management
• Computer literate (Microsoft Office)