Title:  RTC Commercial Manager

We Go Places! How about you?
Immediate Superior: Head: Transformation Programme: Future RTC 
Location: Stellenbosch, Cape Town
Function: Transformation Management Office
Sub Function: Transformation Management Office
Type of Contract: Permanent
Reference Number: 109861​​​​​​​
Closing Date: 01/05/2024

Purpose:

The purpose a role of RTC Transformation Commercial Manager (RTC TCM) is to commercialize the RTC strategy, then translate and communicate this into clear, simple, structured and measurable execution plans. Through a thorough understanding of the fragmented trade, experience in dealing at all levels of customer sophistication, the RTC TCM will lead the cross functional RTC execution plan, including pilots and various business drivers like pricing, trade terms, cost to serve, TX optimization and Distributor / fragmented trade engagement that are mutuality beneficial. The ultimate purpose of delivering increased operating profit, improving distribution of HBSA products, improved sales execution and NPS score. The RTC TCM will provide valuable insights and support the development & implementation of the RTC Strategy

Key Responsibilities:

RTC Strategy:

• Input into and support the RTC strategy creation with analysis, learnings and insights from the fragmented market, tests and RTC rollout.

RTC Execution:

• Develop and run RTC pilots and roll out the RTC scale execution plan, with clear timings and KPI’s across target regions / sales area’s

• Work with cross functional teams, including HBSA Sales, 3rd Party, Logistics, RTM customers, Trade Marketing, & e-business

• Execute the in-trade implementation B2B (eazle) ensuring effective communication and seamless execution of the Touchpoint strategy.

• Develops and leverages customer & consumer data from multiple sources to support commercial decisions & front-line teams’ action-planning at customer level

• Continuously re-assess, provide feedback & implement improvements and feedback it to the Route-To-Consumer Strategy Team

• Closely monitors competitor market activities at customer front, in digital space & beyond, provides thorough competitor RTC analysis & risk assessments.

• Lead RTC capability development across functions & layers together with Capability Department.

RTM Partner Management:

• Regional engagement: Sell in of partnership, with clear implementation plan and mutual benefits

• Weekley engagement with selected RTM partners on progress, learnings and required actions.

• Develop and execute performance management, monitors monthly & yearly volume / revenue targets.

• Design selection criteria for RTC Partners, complete capability assessments & continuously evolve & review partners performance to ensure results. Ensure agility in rapidly emerging market dynamics.

• Support and validate the implementation the RTC segmentation.

• Support the development and implementation of RTC specific Distributors Trading Terms & contracts for the prioritized partners.

• Develop capability improvement plans together with Capability Manager for RTC Partners

• Work closely with CSLP to define optimal Distribution footprint & territory mapping.

• Co-develop Customer Service Policy & Logistics Service Level agreements (SLAs) supported by robust incentive programs for partners.

• Monitor progression of SLA fulfillment & suggest relevant improvement action plans.

Trade Express Optimization

• Develop and execute a national Trade Express plan that exploits the current facilities, shifts them from passive to active and harmonizes with the RTC strategy.

• Monitor and manage service levels, volume and revenue targets, costs (P&L), delivery execution and stock levels.

• Work closely with National Logistics, Regional GM’s and Operations Managers

Focuses on Customer Centricity:

• RTC TCM takes a customer centric approach to implementing Future RTC strategy & Customer Service Policy, ensuring best-in-class Customer Experience across all touchpoints.

• Role assumes close engagement with Sales (including 3rd Party), Trade marketing, Logistics, D&T & Customer Service teams to build action plans to address customer pain points & increases customer satisfaction measured via NPS scores

Supports Sales Effectiveness & Excellent Omni-channel Market Execution:

• Supports continuous reviews of sales processes & introduces relevant enhancements based on agreed RTC execution metrics (coverage, steps of sales call, time-motion, routes, customer segmentation, eazle onboarding and usage)

• Helps to transform the effectiveness of salesforce coverage & service model at trade to maximize Picture of Success (PICOS) scores

• Implements optimal customer & RTM partner contact strategy to ensure revenue growth & seamless order fulfillment

• Plans and executes optimal allocation of Commercial Assets to support penetration growth & perfect product serve

Alignment with Trade Marketing & Revenue Management:

• Works hand in hand with Trade Marketing to execute Off & On Trade Channel Execution strategy – ensuring consistent brand positioning, brand comms, pricing, promotions across RTC levels – ex.: from Wholesaler to Re-distributor, to Tavern Owner & finally to end consumer

• Provides inputs to Revenue Management on pricing, trading terms & rebates to ensure there is alignment between margins offered to all RTC levels

• Manages challenging situations caused by potential pricing / margin / promo discrepancies between various RTC players to maximize consistency in consumer pricing & in trade margins

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.