Ecommerce Kam South Africa & Africa (Tom 1089)

JOB PURPOSE
Manage the Present:

• Deliver financial objectives and brand results linked to the relevant customers/accounts/pure players through profitable business plan negotiation
• Drive effective customer relationship, actively solve customers’ issues, be the link of the customers with the internal functions. Help build sustainable partnership and customer growth.

Create the Environment:

• Ensure a high level of customer satisfaction using a collaborative approach whilst striving towards mutually beneficial results
• Ensure a high level of collaboration, through a strong multifunctional internal &
  external network

Create the Future:

• Shape the long-term customer relationship with comprehensive vertical business management approach owning the process from top to bottom.
• Bring knowledge and innovation into the online space to serve end consumers even better

KEY ACCOUNTABILITIES
Go to Market and Customer Strategy:

• Develop annual account plans/JBP for all customers in line with Sanofi channel and brand objectives, in conjunction with the Digital Marketing/Marketing teams
• Tactically implement account plans, delivery and monitoring targets
• Work in collaboration with eTrade Marketing and digital Marketing and utilize category insights to develop compelling selling stories grounded in strong commercial rational
• Develop, help coordinate and contribute to, together with the eTrade Marketing team when it is the case, the on-site activation campaigns, by liaising with distributors and customers, and facilitating meetings and communication with internal stakeholders
• Liaise with internal functions to actively solve issues and improve processes/operations with customers/distributors

Negotiation and targets follow up:

• Negotiating annual contracts and new product listings/ product distribution increases
• Managing promotional spend and activity in line with annual budgets
• Effective customer guidance and efficient budget allocation under the principle of ROI, ROI analysis of the

actions negotiated

• Provide accurate volume and value forecasts 3 months out to +/-10%
• Monitor compliance of counterparts negotiated in terms of execution, re-open discussion with customers/distributors when necessary
• Lead/collaborate in special projects, such as innovation in eCommerce, product launches, and other white spaces opportunities that could bring additional revenue and increase our market share
• Responsible, together with eTrade Marketing, when it is the case, for ACES planning, tracking and execution

Stakeholder management:

• Input to project work where appropriate KPIS
• Gain and share competitive, shopper, cooperation insights to build value added concepts on all levels of the economic value chain
• Manage internal and external stakeholder management
• Consistently share best practice and evangelize/advocate about the importance of eCommerce, and coach/train internal and external stakeholders on eCommerce knowledge
• Comply with all company policies, instructions, and directions for the fulfillment of company objection and to maximize profits from sales
• Work in a cross-functional way with other functions (Supply Chain, Digital Marketing, Marketing, Trade & Shopper Marketing )

JOB-HOLDER ENTRY REQUIREMENTS
Education:

• Bachelor or Master’s Degree in Business School or equivalent

Required knowledge and/or experience:

• At least 5 years of customer facing experience (as a rep, category management, retail buying, etc.)
• FMCG customer experience is an advantage
• At least 3 years of experience as an eCommerce manager/eCommerce category manager
• Quick learner, flexible and able to adapt to an ever-evolving working environment and competitive market dynamics
• Entrepreneurial spirit, hands on, with a bias to action
• Ability to use market and shopper data sets to build commercial arguments/propositions
• Business related financial knowledge, understands how to optimize P&L, and can produce business plans

Other skills:

• Excellent verbal & written presentation, communication, selling and negotiation skills
• Excellent relationship building skills
• Mandatory country language fluent speaking, English is an advantage
• Project management skill
• Detail oriented and organized
• Excellent time management and prioritization skills

Critical Commercial Skills:

• Impacts Results:Makes sound strategic commercial argument to successfully influence category, brand and broader business strategy. Delivers above market, profitable growth through joint value creation
• Integrated Planning:Develops robust, focussed and prioritised Sanofi, customer and shopper plans, working cross-functionally, balancing rigour with speed.
• Voice of the Customer:Acts as the voice of the customer and effectively influences internally to optimise delivery, including positively influencing the forecasting process and customer service outcomes.
• **Commercial KPI