Job Description

:Segment: Mars MultisalesLocation: Johannesburg, GautengJob OverviewTo aggressively and profitably build Mars business in Ecommerce by growing the existing customers through category growth initiatives and acquiring new customers in the digital space.What are we looking for?Bachelors Degree with a minimum of 5-7 years experience in an FMCG sales environment.A minimum of 5 years experience in either Key Account Management or Category Management (retail environment)Working experience in a digital agency or eCommerce organization is preferredContext and ScopeEcommerce is one of the fastest growing sub-channels of Mars Multisales business and Mars growth rate has outpaced the category growth in Ecommerce accounts. MS has performed very well, acquired good share with some e-tailers and, with the right portfolio and strategy, is well-poised to grow with the balance e-tailers.The incumbent will be accountable for profitable business growth across all accounts based out of Johannesburg or Cape Town and will be responsible for Ecommerce market share across all the portals including ROSSA markets. He/she will be working closely with all Customer Development Mangers, customer marketing managers and sales teams to meet objectives.Additionally, customer business development initiatives will be central to working with the key accounts and the incumbent will have to deploy category and shopper insights to fuel customer growth.What will be your key responsibilities?Strategic Planning - Chains & CategoryBuild roadmap to leadership for Ecommerce Channel, strategize and implement programs/plans for development of sales of MS Brands in this channel.Customer Business Development through execution of category best practices and insights, and development of common strategic initiatives.Develop retailer wise portfolio & execution strategies to build category relevance.Drive activities & strategies that help market share gain for all MS BrandsBusiness DeliveryAchieve volume and sales targets through effective implementation of sales strategies, Identifying the key challenges and enablers:Create online digital P2P planSales planning/ stock requirement forecastBrand activations Influence Key stakeholders such as LM, Trade Marketing, Sales development, Marketing and Regional Category teams of Retailers to align and garner necessary support to meet growth ambitions in the mid to long term.External Customer EngagementDevelop a mutually beneficial JBP with Key customers with clearly defined KPIs and review mechanisms.Conduct regular reviews on the progress of JBP KPIs and agree on correctional steps with the customers.Develop customer engagement through initiatives like Joint Business Planning, Top 2 Top meetings, road shows, etc.Engaging with the Chains category Teams for Business planning and delivery, Promotion & Visibility planning and driving for Desired market SharesBuild relationship and regular wiring for MS & Customers Management teamsDrive partnership and negotiation with e-tailers customers to drive better brand online visibility leveraging on their banners, thematic campaigns and SEO.Trade Spends UtilizationPrioritization and deployment of available spends towards strategic focus areas and activities to drive traffic to online retailer sites.Track utilization and online effectiveness of trade spends deployed to promote our brands in partnership with our online retailers.Work closely with the activation team to develop an online Equitable Brand activation in line with the Brand strategyPerform ROI analysis and promotion plan optimization for key e-tailers to drive customer profitability.Internal Customer EngagementProvide leadership to the organization by identifying trends, insights, and best practices for E-Commerce / digital.Work closely with Trade Customers and internal One Demand Team to develop solutions around:Create effective Path to purchase presence, through partnership with the One Demand team and our media partners.High class visibility elements on the ecommerce portals.Portfolio solutions to build & drive relevance of MS brands in categoriesOptimize cost to serve and profitably manage account visibility investments, and design and execute activation programmes.Closely work with S&F and Customers finance function to drive reconciliations as per the agreed Terms of Trades.To plan and execute investment strategy in Key Accounts with focus on:Availability - Online presenceFill RatesListingVisibilityActivationCustomer RelationshipWork on Mars signature processes in the area of Account Management and Demand PlanningWhat can you expect from Mars?Work with over 130,000 diverse and talented Associates, all guided by the Five Principles.Join a purpose driven company, where were striving to build the world we want tomorrow, today.Best-in-class learning and development support from day one, including access to our in-house Mars University.An industry competitive salary and benefits package, including company bonus.Mars is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. If you need assistance or an accommodation during the application process because of a disability, it is available upon request. The company is pleased to provide such assistance, and no applicant will be penalized as a result of such a request.

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