Peter Pillay Email & Phone Number

Cape Town, Wc, Za

Cape Town Area, South Africa

Lead a team of Regional Managers across South Africa, as well as an indirect Merchandising service company. This is done over various channels, with a high degree of focus on the commercial results to deliver superior execution standards, volume and value share whilst building people capability. Role Overview:This role has significant people leadership responsibilities. As the HOFS I am directly responsible for coaching, developing and leading my team, interpreting and bringing to life the sales ,marketing, customer and distribution strategies, in a simple and powerful way. Ensuring execution excellence at store level across all channels, ensuring priority brand activity per segment is delivered excellently while building the capability of the team, to deliver the plan. Working with other senior functional leaders (marketing, finance, supply chain, OTC, distribution). Manage, lead and hold to account third party suppliers who work with the direct sales force.

Johannesburg

Role OverviewI manage the 3rd party /External companies that offer a service to HSA. Each business unit is managed by an MD or Client Executive. There are 5 indirect Reports (3 x MD’s and 2 Client Executives that report into me. Overall, I lead a Team of 7 (2 from HSA). I Lead indirectly +- 700 sales/Field staff (across all business units) in the region. With a high degree of focus on delivering superior execution standards. Duties Include: • Lead the commercial strategy for the region, leading the direct sales team, the third party sales and merchandising support team and relevant cross-functional teams.• Develop Service Level Agreements (SLA’s) • Develop KPI to measure performance of 3rd Party suppliers in line with HSA strategic imperatives. • Budgetary forecasting.• Manage and control budget process• Manage the performance of all 3rd Party supplier organisations against Service Level Agreements and KPI scores.• Provide regular reports and feedback to both internal and external stakeholders i.e. Trade Marketing, Commercial, Marketing, Demand Planning, Strategy, Finance & External 3rd Party.• Provide quality M&E on contract performance on a quarterly and yearly basis (Nielsen, sap, BW, other). • Producing informative, well-written presentations /Reporting for senior management.• Chairing monthly and quarterly meetings with Directors and Client Executives of business units and HSA.• Asset Management and Managing Capex budgets & control, KPI measures for Coolers/Fridges and Draught equipment.• Warehouse Management for Primary and Secondary warehouses, which includes budgets and KPI measures. Special Projects• Manage and execute special projects within the greater Sales/ Business environment.• Includes, Market coverage, Channel segmentation, Trade Strategies’, POS material development, Draught & Cooler plans, Promotional Activity, Sales Force effectiveness, Customer partnerships.

Gauteng

Lead directly & indirectly +- 150 sales people in the region, across various channels.The role has direct accountability for a multi channel region, including National Key Accounts, Off trade independents, Formal On trade, and the Main Market.This role has significant people leadership responsibility as the DM is directly responsible for coaching, developing and leading team of +-18 managers ,Ensuring execution excellence at store level across all channels, ensuring priority brand activity per segment are delivered excellently while building the capability of the team. Working with other functional depts (marketing, finance, supply chain, OTC, distribution). Influence business strategies and plans to leverage the Division’s unique dynamics, beating the competition and growing market share. Duties Include:•Deliver the Divisional Sales plan, achievement of market share, volume, value and cash targets.•Actively contribute to the overall strategy and decision-making process.•Lead the commercial strategy for the region, leading the direct sales team, the third party sales support team and relevant cross-functional teams.•Motivate the sales organisation behind a clear, simple and powerful trade strategy, engendering strong and supportive trade relationships at senior and industry level.•Generate insights, from relevant facts driving to excellence in planning, decision making and performance measurement, taking corrective action as required.•Contribute to, shopper and category insight, resulting in powerful and breakthrough strategies that motivate the team to exceed goals.•Recruit, develop, retain, lead and motivate the Sales team to ensure superb execution of company plans. •Develop strong relationships with key customers, across channels.•Maintain and develop the outlet universe through correct classification, making resource changes to best service the market needs.

Cape Town Area, South Africa

•Actively contribute to the overall strategy and decision-making process.•Negotiating legal contracts with suppliers•Lead the commercial strategy for the region, leading the direct sales team, the third party sales and merchandising support team and relevant cross-functional teams.•Manage the operations of all 3rd Party suppliers •Briefing and negotiation with 3rd Party suppliers on future initiatives and new projects•Develop Service Level Agreements (SLA’s)with 3rd party suppliers and management contracts according to the legal, corporate relations & commercial frameworks•Develop KPI to measure performance of 3rd Party suppliers in line with BH strategic imperatives •Budgetary forecasting•Manage and control budget process with Commercial Director and Finance•Track and manage Commercial projects and conduct monthly and quarterly reviews•Manage the performance of all 3rd Party supplier organisations against Service Level Agreements and KPI scores•Provide regular reports and feedback to both internal and external stakeholders i.e. Customer Marketing, Commercial, Marketing, Demand Planning, Strategy, Finance & External 3rd Party•Provide quality M&E on contract performance on a quarterly and yearly basis(Nielsen, sap, BW, other) •Producing informative, well-written presentations for senior management•Chairing monthly and quarterly meetings with Directors and Client Executives of business units and brandhouse

Cape Town Area, South Africa

•Contribute to the overall strategy and decision-making process of the company.•Developing detailed project plans•Responsible for all Project Management controls•Lead the commercial strategy for the region, leading the direct sales team, the third party sales support team and the BH x-functional teams•Motivate the 3rd party/BH sales organisation behind a clear, simple and powerful trade strategy, engendering strong and supportive trade relationships at senior and industry level within the region.•Drive the highest standards of execution throughout the regions.•Obtain and apply facts and data driving to excellence in planning, decision making and performance measurement, taking corrective action as required.•Recruit, develop, retain, lead and motivate the 3rd party/BH Sales team to ensure superb execution of marketing plans.•Coaching and mentoring the team across Sales Driver elements, ensuring a structured and cohesive development plan for each individual.•Foster outstanding collaboration and build relationships both within and outside Brand house especially with key customers.•Training and development of the permanent and temporary sales team.•Maintain and develop the outlet universe through correct classification, making resource changes to best service the market needs.•To improve performance and service levels across Merchandising and Sales influencing operations •To incorporate best-in-field 3rd party expertise.•Develop a consistent, performance-incentivised approach•Build a dedicated, enabled Field Services Organisation•Focus on the right customer and drive maximum impact•Develop a sustainable brilliant execution model

Cape Town Area, South Africa

•Contribute to the overall strategy and decision-making process of the Co.•Recommend the "best mix" of outlet collage to achieve pre-defined outlets strategy in region.•Keep up-to-date with technology for outlet data capture.•Contract with Trade Marketing Managers to provide the appropriate quality/quantity of sales resource to meet trade marketing/brand objectives.•Professionally manage the employed field sales resource to achieve "contracted" objectives.•Negotiate with agencies and other outsources for agreed levels of non-permanent sales people and standards of service delivery•Training and development of the permanent and temporary sales team.•Recruitment and selection of field sales human resources•Ensure effective communication to and from the field sales force (e.g. Brand briefing and competitor activity/trade intelligence).•Monitor closely operational programme vs. the standards laid out in the trade marketing contracts and ensures they are achieved.•To influence the telephone sales telemarketing resource as required, to meet trade marketing needs.•Motivation of the field sales team.•Operate within the annual overhead budget.•Maintain and develop the outlet universe through correct classification.•Keep up-to-date with the latest technology for servicing outlets.•Achievement of market share, volume, value and cash targets.

Cape Town Area, South Africa

Planning & Research•Responsible for development of the strategic plan for the region (GM accountable).•Responsible for developing a RTM strategy, using the sales force coverage model.•Identifies relevant regional insights to drive growth.•Responsible for the analysis and interpretation of data relating to the regional commercial activities. Recommends pre-active or remedial action to capitalise on opportunities / risks.•Supports national channel strategies at regional level.•Responsible for monthly regional forecasts.Operational •Management / control of regional budgets•Management / control of POS allocation and regional sales assets. •Management of service support agencies•Responsible for regional procurement.•Provides all stakeholders with commercial support to drive channel, category and cycle objectives.•Monitors and reports on regional execution and suggests corrective action.•Consolidates all measurement. Provides stakeholders with meaningful evaluation.•Consolidates all regional reports and plansPeople/Development•Ensures development and motivation of all direct reports.•Support SM’s with development of regional sales teams – Identifying capability gaps, coaching, planning training events.

Johannesburg Area, South Africa

•Develop Sales plan in conjunction with the Bottler Group and assigned bottlers to Include Strategic Business plans i.e. the ASA Company Sales Plan. Take advantage of all Brand Strategies, key profitable volume opportunities while driving long term brand equity.•Manage the relationship and the business to ensure that appropriate plans are executed and expected results produced.•Engage the Bottler Group and bottlers at the most senior plant level (and other critical plant personnel as relevant) to provide strategic and tactical input so as to obtain results.•Drive superior business results and long terms brand equity for a designated Bottler Group and bottlers by adopting a “general manager” approach to personal ownership and accountability.•Ensure Sales Budgets are achieved•Plan, present and negotiate all Sales Budgets with Bottler Group and bottler’s management.•Monitor measure and control weekly, monthly and quarterly Sales Budgets.•Budgets not be achieved on a weekly, monthly or quarterly basis.•Prepare and present monthly sales reviews to Bottler Group and bottler management and sales staff.•Determine appropriate levels of penetration by channel and monitor. Develop corrective action plans for non-achievement.•. Ensure corrective action taken as required.•National & Bottler Group Promotional activities for Trade Marketing & Consumer Promotions.•Ensure that all agreed promotional activities are presented, co-coordinated and executed timeously.•Develop controls to measure the success of all planned promotional activities•Communicate promotional debrief feedback on completion of activities to ASA Brand Marketing Management and ASA Trade Marketing Management.

Kzn

•To draw up and communicate a business plan annually so that direction and objectives of the department are optimally planned, executed and monitored in line with ABI’s strategic objectives.•Business plan is developed annually in line with strategic imperatives and channel business plans.•Supports CCSA and marketing head office objectives..•The formulated expense budget includes all expense items as per expense format.•Capital expenses are assessed yearly and recommendations are made to the general manager/RMSM.•To identify, develop and implement promotions so that hearts and minds of each customer are captured, to build and strengthen partnerships and to contribute to increased sales volumes.•Launches are coordinated, communicated and executed in a cost effective manner and as planned.•Promotional material supports latest trends, customer needs and requirements.•To encourage, assist, support and coach team members so that departmental targets, performance and future challenges are achieved effectively.•To develop and administer rewards to stimulate sales volumes and to achieve 95% market execution; to administer reports for information sharing and decision making purposes.•Incentive goals, targets, reward and support offered is communicated effectively to all customers.•Customer surveys are implemented according to company policy and procedures.•To manage, co-ordinate, evaluate, negotiate and facilitate the procurement of marketing/promotions equipment so that customers receive the right quantity and quality equipment at the right time.•Audit identifies problems which affect quality of in/outlet execution.•To identify and develop new business opportunities so that sales volumes increase and brand awareness and loyalty is maximised.