Area Wholesale Manager (Coastal)

At PMI, we’ve chosen to do something incredible. We’re totally transforming our business and building our future on one clear purpose – to deliver a smoke-free future. With huge change, comes huge opportunity. So, wherever you join us, you’ll enjoy the freedom to dream up and deliver better, brighter solutions and the space to move your career forward in endlessly different directions. Sales and Marketing at PMI feels like building a new business – but with the accumulated expertise of a global brand behind you. Bring us your curiosity and capacity to engage people and you can be part of the digital, omni-channel team that’s driving our huge commercial transformation. If you’re a forecaster and forward-thinker, you can make a huge impact, creating sales strategies across all markets. But, here, your innovation will do more than just improving sales. You’re not persuading someone to savings account or try a new drink brand. As the Area Manager Wholesale you will be responsible for: 1. Leading, developing, and motivating the Wholesale team in Western Cape & Kwa-zulu Natal, Namibia & Swaziland to ensure business growth across all categories through ensuring optimal coverage of the wholesale channel while also actively maintaining excellent business relationships with key trade partners at a strategic level. 2. Achieve volume, Share of market, marginal contribution, and distribution targets in line with the agreed commercial strategy. Your Day to Day: • Commercial management: Accountable for PMSA Volume, Share of Market, and Marginal Contribution (MC) targets assigned to the area. Analyse, define and assign regional Volume and MC targets across product categories to respective teams and hold the team accountable for delivering on targets. Ensure adequate coverage of each SVC customer in the assigned area. Develop team to ensure constant availability, visibility, trade channel understanding, and product quality. Where necessary, mentor and assist the team in conducting product pricing and margin discussions and negotiate recommended selling price with Distributors/Cash & Carry’s. Work with the respective regional teams to identify distribution gaps to ensure optimal distribution in each region. Drive team to deploy Trade Programs and ensure maximum participation. Control and measure the quality of services delivered by third-party service providers. Prepare service level agreements and monitor execution of signed agreements (including documentation, compliance check, and remuneration) and regularly analyse performance & return on investment to ensure effectiveness. Drive digitalization of the route to market in line with the business vision. • Planning and Reporting: On a quarterly basis, identify and create area business opportunities we are trying to seize considering all available data sources & inputs to contribute to the development of the national commercial plan and the strategy for each region. Develop a plan for each region to achieve Volume and MC objectives and prioritise accordingly. Analyse, prepare and share monthly area performance data and market intelligence updates. Provide market and consumer dynamics insights to support decision-making processes and propose and present commercial toolbox development. Actively collaborate with cross-functional teams to ensure quality information exchange and effective business development. • People Management: Staff the team with qualified candidates who best fit the defined Role Profile and ensure appropriate integration of direct reports. Lead and develop the team to complete the in-call mission with excellence. Set relevant objectives for the team in line with the overall business goals. Conduct regular performance reviews. Identify and lead talent and succession planning. Incentivise and reward outstanding performance for motivating direct reports. • Budget Management: Lead overall budget including controllable costs and trade program return on investment. Perform analysis of spend vs investment in relation to 3rd party distribution costs. Identify and implement cost efficiencies within each region in the area with the associated continuous improvement plans. • Forecasting: Take accountability for consolidating and preparing accurate product sales forecasts for each SKU based on insights and data and ensure active involvement in S&OP meetings. • Compliance and Legal Framework: Apply the highest standards of integrity and full compliance with PMI policies and procedures and South African Tobacco Laws. What we Are Looking for: • Bachelor’s degree in business or marketing Management • A related An Honors Degree would be an advantage • A minimum 5 years of management experience in the commercial-related area within FMCG is non-negotiable. • Proven sales experience within Key Accounts/ Wholesale channel • Previous people management with the ability to lead a team remotely • Solid experience in dealing and engaging with Standard Variable Cost customers at a strategic level, with a proven track record of outstanding sales results • Strong analytical and business acumen • Must be able to travel frequently within Southern Africa What we offer: Our success depends on our dedicated employees who come to work here every single day with a sense of purpose and an appetite for progress. Join PMI and you too can: • Seize the freedom to define your future and ours. We’ll empower you to take risks, experiment and explore. • Be part of an inclusive, diverse culture, where everyone’s contribution is respected; collaborate with some of the world’s best people and feel like you belong. • Pursue your ambitions and develop your skills with a global business – our staggering size and scale provides endless opportunities to progress. • Take pride in delivering our promise to society: to deliver a smoke-free future. “PMI is an equal opportunities employer. We encourage applications from all members of society irrespective of age, race, disability, sexual orientation, gender identity or expression, ancestry, religion or belief, or any other characteristic protected by applicable laws, regulations and ordinances. PMI is strongly committed to diversity within its community and especially welcomes applications from South African citizens who are members of designated groups who may contribute to Employment Equity within the workplace and the further diversification of ideas. In this regard, the relevant laws and principles associated with Employment Equity will be considered when appointing potential candidates.”