Cape Town, South Africa





Job ID


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. The Commercial Planning Manager will work with the Go-to market (GTM) Team to ensure the operational execution of initiatives in the field reflects the strategic needs of the business in the short and medium term. Leverage on 3rd party, internally generated and environmental data to develop, adjust or revise trade related strategies aimed at delivering on business objectives. Monitor channel performance and adjust route-to-market (RTM) as required to ensure continued growth across product categories and targeted critical metrics. Work together with Channel, Brand and Deployment Managers to align their future and actions to the overall business strategy. YOUR ‘DAY TO DAY’ Co-ordination of Strategy • Work together with the Planning & Strategy Manager, GTM Manager, Wholesale Manager, and stakeholders to actualize the overall strategy into the various channels and regions for deployment. • Engage with the Regional Sales Managers to understand and assist in developing their regional strategies, marrying, and synergizing the top-down and bottom-up plans. • Set relevant achievements, feedback sessions and updates to track and measure Regional and National tracking of key metrics across product categories. • Setup and coordinate the Commercial Operations governance, ensuring a consistent commercial execution across channels and geographies. Channel Prioritization & Route to maket • Drive the development and the optimization of the human-interface channel footprint and activities to achieve short and long term financial and commercial goals and to improve channels performance, gathering the inputs of the channel leads. • Optimize route-to-market (RTM) channel mix to drive commercial performance and efficiency, providing clear recommendations to the broader Commercial team. • Clearly understand the various business levers available and costs associated with each, across all channels, to articulate and advise partners. • Determine optimal coverage of the customer selling universe (CSU) and mechanisms to achieve optimal coverage across channels and regions, working with the Digital Trade, Deployment and Wholesale Teams to scale operations as required. Data Management & Segmentation • Ensure that internally generated data and data received from 3rd parties is coherently arranged, validated and available to relevant business partners. • Work together with the Brand Teams and GTM to segment the CSU by brand, providing guidance to the Regional Teams for execution of cycle initiatives. • As far as possible, link all 3rd party sales data back to the internal database of stores for accurate and consolidated analysis and segmentation. Analytics & Reporting • Provide reports, analysis and insights on channels commercial performance and productivity, representing the single source of truth for channel data at a market/cluster level. This includes customer care data (B2B(2C)) and related commercial systems. • Provide input for budget / forecast cycles to Finance, through the forecasting, planning, monitoring and potential variances' explanation for defined business critical metrics for all the channels. • Work with Finance department to resolve and validate cost of sales (acquisition, running and retention) within each channel, distribution costs per channel and profitability of each channel. • Coordinate budgets for volume projections for channels. WHO WE’RE LOOKING FOR • Relevant complete bachelor’s degree • A minimum of 3 years’ experience in formulating of national commercial strategy plans is required • A minimum 2 years’ experience in Commercial Management • Validated experience making concrete strategic recommendations from large datasets • Strong communicator with the ability to deliver complex plans • Experience using digital tools (POS, sales mobile applications) • A high level of comfort in Advance MS Excel • Data to insights and solutions which includes Data Interpretation & Agile and Innovative Problem Solving Skills, knowledge • Advanced strategic and problem-solving capability • Ability to multi-task and deliver on multiple key topics • Drive for Results • Strong level of Numeracy and analytical ability and financial literacy • Ability to work a fast-paced environment. Competencies • Logic and Problem Solving • Strategic thinking • Management/ optimisation of trade processes • Sales and Commercial Knowledge • Developing Others (Personal Growth) • Resource Planning/Project Management • Communication • Building Relationships (Trust & Accountability) • Learning Orientation (Personal Growth) • Collaboration • Decision Making 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. “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.”