Commercial Manager West & Central Africa

About The Role

• Responsible for general oversight in managing Haleon local sales teams as well as distributor relationships in West & Central Africa
• Advise General Manager on pricing, and contractual terms with customers
• Responsible for implementation of sales strategy, customer contract obligations, commercial terms, and third-party field force
• Oversees Net Sales delivery for all channels with adequate discount budget management with special attention to effectiveness and control over budgets that are approved and signed off by General Manager
• Excellence in trade initiatives execution with delivery of main KPIs. Ultimate success measure - growing market share of key brands, achieving overall customer satisfaction
• Supports the CCC process with quality input and market insights to ensure continuous demand fulfilment with no stock out and excess inventory build-up
• Representing Haleon in West Africa and is the custodian of Haleon’s reputation. Using sound judgement and is accountable for the Haleon’s Culture and Behaviours and ethical standards, as well as local laws, to ensure we operate with the highest level of trust and integrity. Always doing the right thing
• Together with the team, the role maintains a strong and responsible link with the community where Haleon operates, through work with consumers, distributors, healthcare professionals, trade associations

The role will be a role model in embedding the new Haleon culture and 3 behaviors – Do what Matters Most, Go Beyond and Keep it Human.
Key Responsibilities

• Provide inspiration to the local community and Haleon in terms of creation & successful management of market channels thanks to sound development of best-in class team
• Development and sound execution of channels, and Key Accounts strategy driving Haleon brands market share growth
• Improvement and constant challenge of RTM in the face of market change and dynamics
• Monitor market dynamics, customer, and shopper insights to anticipate changes and ensure timely reaction on them
• Working with third parties in market partners to drive excellence of in-store execution to ensure best visibility, product availability and consumption growth of Haleon brands. Ensuring that right KPIs are set, tracked, and evaluated
• Delivery of high-quality input to demand forecast positively influencing Forecast Accuracy and OTIF
• Significant contribution to net revenue management process providing valuable input to brand pricing, price pack architecture, promotional strategy based on customer insight, driving rigorous G2N management
• Building relationships with distributors and key customers, particularly at senior levels and utilizing these relationships to influence decisions being made in the Haleon categories
• Building know-how and ROI mindset within the team so we constantly improve ROI
• Development of local organization quality and competencies as a team and as individuals, especially on key account management, in-store performance, financial acumen, and negotiations skills

People & performance culture

• Represent Haleon internally. Role model and embed the Haleon culture and behavior’s, demonstrate cultural awareness, and drive the Modern Employer agenda
• Inspire, engage, empower, and align the organisation with the Winning in Market growth strategy
• Manage change, lead through transitions
• Leverage and energize the matrix, influence, and collaborate to find solutions for the business and the enterprise

Essential
Qualifications and skills

• Bachelor’s degree of Business Administration with marketing focus or equivalent
• Commercial Leadership in Sales, Expert, Trade Marketing
• 10+ years of experience in FMCG/consumer healthcare company
• Strong knowledge and understanding of different markets and channels
• Significant experience in key accounts management, developing key accounts strategies and activation plans
• Excellent and proven negotiations skills
• Evidence of defining business strategy and execution at a senior level
• Ability to lead and develop a team to achieve given targets
• Experience of influencing senior business stakeholders through strategic thinking and planning, communication and influencing Cluster acumen and budget management
• Experience in driving cross functional alignment namely with Category and Shopper Marketing team and Consumer Marketing team
• Proven ability to translate global, regional and category strategies to local needs
• Understanding of country/cluster trade across all channels, current dynamics, and evolution
• Expertise managing and motivating sales teams

Preferred

• Master’s degree/MBA preferred
• French Language is a plus