National Head of OnTrade -


Role Overview

In summary, the main objective of National Head of OnTrade is to build and maintain a high-performance sales organization whilst effectively achieving business objectives within the On Trade channel.


.Key Result Areas

  • Develop and implement effective direct sales strategies and lead a nationwide direct sales team toward the achievement of the OnTrade sales objectives.
  • Develop and deliver Operational Execution standards nationally.
  • Lead effective in-trade execution of the National OnTrade playbook.
  • Prepare and monitor monthly, quarterly, and annual sales forecasts for the on-trade base.
  • Manage, drive and deliver market share, sales volume, sales margin and the development of new customers within the OnTrade Channel
  • Develop integrated campaigns plans for National OnTrade ensuring Brand teams & outlets are aligned.
  • Work hand in hand with ORD KAM to ensure alignment and delivery against operational responsibilities.
  • Establish effective relationships, drive collaboration and communication cross functionally (Marketing, Regional Sales teams, Finance, etc.) as well as key our Principal partners to address key business issues and opportunities.
  • Work closely with Insights team to serve as a champion of competitive industry knowledge including accurate market analysis and reporting of market conditions in South Africa. Adjusts strategies accordingly.
  • Partner with Commercial Director for the development of a key customer relationship management programme.
  • Provide leadership through effective communication of vision, active coaching and development whilst driving toward positive results.


Qualifications and Minimum Requirements

  • Relevant (industry specific) 3-year bachelor’s degree or similar
  • Post Graduate qualification would be advantageous
  • Minimum 8 years’ experience in FMCG/Retail/Liquor industry, 4 of which must have been in a National OnTrade or strategic management capacity.
  • A proven track record of people leadership and development of sales and key account managers within a professional commercial environment.
  • Demonstrated expertise and understanding of the retail environment and route to customer pathways.
  • Demonstrated ability to development, implement and take accountability for the National OnTrade Sales strategy.
  • Must have managed significant (national) commercial / channel specific budget


Skills and Competencies

  • Demonstrated ability to set direction, professionally develop and coach teams
  • Critical Thinking: the ability to ask questions and gather new information.
  • Growth Mindset: seek continuous improvement and implement change where appropriate.
  • Solution Driven: solutions derived in a collaborative manner.
  • Ability to assertively and confidently persuade and influence individuals / audiences.
  • Exceptional negotiation skills
  • Ability to build positive, cross functional working relationships both internally and externally.


Closing Date

31 January 2024



Cape Town


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