Commercial Development Manager

PURPOSE OF THE POSITION

Clover SA has an exciting opportunity for an experienced and professional Commercial Development Manager to join the Commercial/Sales team. The individual must be extremely Analytic and must possess excellent commercial acumen, with the ability to develop and implement strategy to expand the market. The individual also needs to be forward thinking and passionate about strategy development while equally engaged operationally in a manner that helps the team build and accomplish it's goals and build relationships.

The successful individual will be the primary link between Sales, Key Accounts, Marketing, Demand Planning and Supply Chain to ensure strategic alignment and a focused shopper, customer & channel-based approach in the development & successful execution of the Customer strategy in the retail environment.

DUTIES & RESPONSIBILITIES:

Manage the commercial plan

• Translate Marketing and brand plans into an actionable commercial plan.
• Assist in developing the in-store execution strategy against the commercial plan.
• Assist in developing the Commercial calendar and brand priority grid.
• Track & measure execution against plan.
• Share relevant insights informing the commercial plan

Develop brand promotional strategy

• Evaluate and measure past promotions to determine effectiveness for both brand and pack size offerings.
• Understand promotional uplifts and ROI models.
• Use learnings to further develop a promotional strategy by brand and customer, determining promotional price points and frequency of promotions.

Generate report.

• Compile standard reports for KPI measurements.
• Track incentive performance and measure the effectiveness thereof.
• Generate user-friendly reports that the sales team can understand and utilize.
• Generate ad-hoc reports and analysis.

Data analysis and tracking.

• Track incentives and sales initiatives.
• Calculate of promotional performance and ROI.
• Identify root causes of problems/ successes and solutions thereof.
• Create solutions and strategies for products and customer channels.

Statistical analysis, forecasting and strategy.

• Support business decision making regarding volumes forecast and predictions.
• Assist projects using statistical means to widen and deepen our footprint – e.g: Call Centre Projects.
• Conduct shopper data analysis to better understand our shopper (CIRCANA, REX, Spar Insights, PicknPay inforhub).
• Conduct post event analysis.

Provide business support.

• Provide regular data source and excel training to the Commercial team.
• Provide support and train team members in analytics and data interpretation.
• Provide business with information and insights to support their role.

Participate in the demand planning & forecasting process

• Attend regular meetings with Demand Planning team to review forecast.
• Ensure promotional activity and in-store activity are integrated into the forecast.
• Measure and feedback to KAM (Key Account Managers) on deviations, service levels and tracking against forecast and budget.

Integrate new products into the Clover portfolio

• Complete MCS Wishlist and tracking documents for each launch.
• Manage listing samples, trade presenters and supporting documents.
• Develop launch KPIs with the relevant departments, distribution targets, in-store support, secondary & promotional support, launch volumes.
• Track & feedback on launch performance.

COMPETENCIES:

• Commercially Minded.
• Passionate about data analytics.
• Approaches situations with an open mind and solves problems creatively.
• Solves problems through effective decision making.
• Clear and sound reasoning ability.
• Maintain high standards.
• Business acumen.
• Commitment and motivation.
• Thinking and reasoning logically.
• Communicates effectively.
• Ability to apply numerical principals.
• Apply expertise and technology

REQUIREMENTS:

• BSc/ BCom Degree
• Relevant experience in applying job-related concepts, techniques and processes at the required level – i.e., Senior Commercial Analyst, Sales Analyst etc.
• Experience in working with senior management.
• Business English: Fluent
• Computer literacy (Advanced)

-MS Excel & PowerPoint