Head of Retail at PZ Cussons

Department Strategic Objectives

• Lead in the delivery of Joint Business plans with the customer towards the achievement of the overall organisation business and growth objectives in key accounts.

Job Purpose

• Lead, develop, and ensure implementation of Key Accounts
• Plans that are aligned with overall business strategies, and that
• support achievement of profitable sales objectives

Responsible to:

• Head of Sales/ Commercial

Responsible for:

• Key Account Managers

Context / Scope

• A key contributor to the success of the HPZ commercial strategic plan with an effective and flexible field sales force; demonstrating industry leadership in both volumes driving & brand building activity.

Key Accountabilities

• Development of Joint Business Plans for managing selected Key accounts
• Accountable and responsible to ensure achievement of agreed Key Accounts targets/KPIs
• Drive Customers’ health check (TGM% & Debtors Day)
• Define and execute strategies and plans for the key accounts in line with business requirements and growth projection
• Lead the implementation and excellent execution of all channel/category activities for key account channels
• Oversees the process of Credit Management
• Drive the process of Business Planning Review for the function
• Actively participate and provide inputs into the Commercial Planning process, support development and implementation of channel, category and customer strategy and plans to achieve the overall field sales objectives
• Ensure development of careers and coaching of reports
• Work with other leadership team to identify and develop successive business leaders.
• Measurement/Performance Indicators 
• Availability and quarterly reviews of annual Joint-Business Plan with Key Account
• Target vs. Actual monthly/yearly performance (volume/value, KPIs etc.)
•  Coaching and development plan

Internal & External Relationships:

• Head of Sales  
• Heads of Department (Marketing/Sales/Channel/Supply Chain/Finance/HR)
• Line Managers (Performance Management, recruitment, induction)
• Key Accounts Customers
• PZ Marketing & Sales network

Knowledge, Skills & Experience Needed

• First Degree in any discipline
• Post Graduate degree will be an added advantage

Experiences:

• 6+ years in marketing or sales, and over this period has successfully delivered on KPIs
• Experience in either Channel, Customer or Field Sales management
• Experience in managing Retail outlets
• Demonstrated success in other roles.
• Demonstrated ability to coach and develop a team
• Has People management experience.

Knowledge: 

• Knowledge of Business strategy development
• Working Knowledge of core Commercial Planning process (IMEX, CPM, Battle Plan, Risk & Opps, RiRo, SLOBs).
• Knowledge of Field Sales, Channel and Distributor Management
• Good knowledge of channel structure and opportunities
• PZ Cussons Leadership competencies
• Functional or Technical / Business Skills: (What can the holder do)
• Commercial Acumen - Proven Strength
• Customer Management - Proven strength
• Negotiation Skills - Mastery
• In Market Execution - Proven Strength
• Selling Skills - Proven Strength
• Sales Drivers - Mastery
• Channel Strategy - Proven Strength
• Presentation & Communication - Proven Strength
• Leadership Skills - Proven Strength  

Required Behavioural Competences:

• BOLD:  by being open, welcoming and genuine
• TOGETHER:  by pushing for opportunities to learn and grow towards achieving organisational objectives
• BOLD - be courageous to challenge in the right way for the right reasons
• STRIVING:  by planning and organising activities to achieve defined goals
• TOGETHER:  internally and externally to better serve our customers and other stakeholders
• ENERGETIC: by demonstrating drive and resilience to achieving agreed objectives.