National Key Accounts and Operations Manager

The Retail KAM and Operations manager is a national role based in Cape Town and is responsible for managing all retail key accounts and overseeing all retail in-store execution. The primary focus is to manage all existing national retail accounts and build on these by adding new products/packs and developing new business opportunities for BOS.

FOCUS AREA – Sales 1. Strategy: You will help implement strategies for driving and generating sales revenues to deliver on national and regional sales volume targets by customer, brand, pack, and by channel 2. Sales: Deliver on national and regional sales volume targets by customer, brand, pack, and by channel 3. Team: You will assist in motivating BOS, distributor & agency teams to maximize their individual performance and the overall performance of the business. You will help develop a culture of high-performance, a strong team spirit within the sales and marketing teams at BOS and our partners FOCUS AREA – Key Account Management

1. You will manage relationships with retail key accounts, identify new opportunities, close new listings, deal effectively with issues, and grow our business and market share. 2. Book regular promotions and campaigns to ensure national and regional sales volume targets by customer are delivered 3. Manage discounts to ensure the profitability of each account 4. Understand and analyse retailer data to build strategies and plan to optimise sales 5. Ensure Trading terms are managed with the buyer and senior team. Including managing in-store waste and, where possible, reducing the allowance. FOCUS AREA – Merchandising Agency Management

1. Manage National Sales & Merchandising Agency 2. Monthly cycle brief meetings 3. Make sure the agency teams are trained on the BOS merchandising standards and on the product key selling points. Regular refresher and NPD training 4. Regular trade visits with Divisional Managers in all regions 5. Regular meetings with senior leadership to review KPI’s and overall performance FOCUS AREA – Trade Execution

1. Merchandising excellence: Work with the agency team to ensure that retail outlets are executed to the BOS standards and the right pack availability and cold space achieved 2. Flagship outlets: Using the 80/20 volume principal ensure that the top retails outlets across all retailers and regions have over indexed execution. Help define what good looks like in these outlets and assist with the execution 3. Distribution: Setting regional retailer targets and ensure retail distribution and availability targets are met 4. Trade visists & Reports: a. To ensure effective execution in store at least 2 – 3 days per week needs to be in trade with the agency team b. Regular travel to other provinces is required 5. NPD: Perfect execution of NPD’s in stores (and agency training sessions) FOCUS AREA – Marketing

1. Promotions: Agree an annual promotion calendar. Check that agreed retail promotions are implemented in store. Keep a tracker of active promotions in trade. Any promotions not active to be addressed by the relevant buyer 2. Pricing: Achieve target RSP. Ensure DC recommended and instore pricing is checked on a regular basis and any variance to be addressed by the relevant buyer 3. Retail POS & assets: a. Ensure successful roll out of national POS drives. Track and enforce on time placements b. Ensure the agency team have an up to date target list of fridges they can place in retail and ensure they are assisted with the movement, distribution process. c. Help develop and implement trade marketing merchandise in relevant venues in accordance with the national rollout guidelines and timing FOCUS AREA – Team

1. You will lead, inspire, motivate and manage your team to maximize individual performance and the overall performance of the business. Mentor staff to improve their performance, increase morale, develop their leadership capabilities & business knowledge, and limit staff turnover. 2. Manage team time and attendance 3. Weekly team meetings 4. Monthly team meetings to review KPI’s and performance 5. Provide regular training and product refreshers 6. Regular trade visits with team FOCUS AREA – Communication & HR

1. Deliver monthly reports needed for the purposes of the management meeting 2.Self-manage to ensure that personal quality and productivity standards are maintained 3. Provide regular feedback to CEO on team performance FOCUS AREA – Travel

You will be expected to travel frequently to visit BOS staff and key accounts around the country