Job Opportunity at CVPeople Tanzania, Commercial Manager

CVPeople Tanzania | Full time

Arusha , Tanzania | Posted on 05/23/2021

Job Description

The Commercial Manager’s role is designed to deliver the above top objectives with a strategic emphasis fashioned to deliver an enhanced  Business 2 Distributor ; Business 2 Dealer  and Business 2 Farmer relationships with refreshed approach and management models. 

The Commercial  Manager is responsible to transform the organization into a customer facing business through implementation of Brand, Distributor, trade and marketing programs targeting end farmer, user influencers and our Route To Marketing partners. The role will assume an executive  leadership role with direct reports.

-Development of a commercial national strategy

-Manage and drive commercial engagements

-Manage Regional Commercial teams  to deliver volume and revenue targets

-Identification of potential business opportunities

-Appraisal of Regional Commercial Teams  reports & performance

-Monitor and track total performance targets

-Implement & manage and drive appropriate customer service frequency & Calling Program

-Develop and implement  regional   Sales Strategies 

-Recommend and implement remedial action in territories that stimulates sales growth and market demand

-Drive on the job training for commercial Teams across country

-Management of the  Sales budget

-Volume Forecasts for the market segments

-Volume target planning by outlet/Distributor

-Negotiate with existing and potential Distributors on service, price, volume and delivery targets.

-Implement Service Level Agreements with Distributors that will ensure growth in accordance with policies and procedures of the company

-Conduct Every Distributor Survey- mapping their potential, markets served and density(Distributor capabilities based on abilities and resources to services their territories)

-Develop and promote exclusive distribution model focusing on capital infrastructure, Warehousing, Transportation and the required Organizational Structure

-Joint Volume Planning and Account Development Initiatives

Establishing the routes and maps

-Distributor Financial Modeling and determination of the true cost to serve per Distributor

-Implementation of hyper local distribution structures that lowers cost to serve and increase product availability for consumers

-Implement Distributor training programs aimed at enhancing product stewardship, shop floor extension service, customer service and profitability

-Provide pricing support to Distributors

-Provide recommendation and guidelines on final retail price to end user/farmer

-Formulate and recommend special rebates and pricing models to support proposed business opportunities

-Asses farmer price elasticity’s within and across segments (Price sensitivity field research)

-Trade terms management

-Construct price appreciation in the trade/farmers minds

-Application of price models to grow volume and revenue

-Opportunity assessment

Strategy development for local markets 

-Activation, planning and market development initiatives

-Identify local preferences that strengthen brand differentiation and appeal

-Consistent brand management program

-Development of POS that delivers brand positioning, its narrative and iconography

-Activations aimed to establish a strong emotional connection with targeted consumers through Image communication, Testimonials, Demonstrations and Field Days

-Demonstration program & Field Day execution

-Driving distinctive positioning and integrated commercial campaigns

-Define and manage product flow within the subsidy market

-Identify and partner with critical feeder hubs that will enhance penetration.

-Profile the important buying decisions & DMUs

-Determine channel  base and density

-Strip trial for Seed Co varieties against check products

-Demonstration implementation program

-Field day and farmer training occasions

-Partner stakeholder collaboration engagement

-Performance on business performance

-Cost analysis and financial performance analysis

-Conduct daily audits and reviews for AMPAQ

-In-store application and execution of AMPAQ

-Evaluate and identify the appropriate support levels required for the FS teams

-Understand the behavioral patterns of your team, trade  and  Distributors, explore ways to enhance performance

-Standardize Operating Procedures (SOP) to make AMPAQ more efficient and ensure the same quality in all operations

Requirements

Competencies

·         Strategic capabilities and demonstration of leadership in delivering Sales, marketing and commercial programs that deliver set performance targets

·         Consumer /Farmer orientation and focused communication targeting smallholder farming communities.

·         Co-ordinate and monitor initiatives that are farmer facing 

·         Brand development and in-store activation

·         Manage and implementation of awareness campaigns to enhance company's category leadership and brand familiarity

·         Position requires extensive driving across region and incumbent must be highly energetic and self-driven.

·         Candidate must be a self-starter, passionate about farming communities and farmer education, with experience in sustainable customer relationship management.

·         Good organizational development skills with excellent communication (verbal and written) capabilities.

The successful candidate will be appointed for a fixed term of 2year and renewal of employment contract is at the discretion of the employer. This position is a national role and will be Arusha based and incumbent must be comfortable with extensive travelling given the multiple interface with  Route-To-Market partners, Trade and Farmers

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