General Manager: Retail (Gaborone, Botswana)

Main Purpose

Only citizens of Botswana will be eligible to apply.

To execute the Sales Operating plan as defined in the Sales & Distribution Strategy.

Drive growth initiatives at a micro level within a geographical region, ensuring best practices within our merchant/retail partnerships. Initiate and implement a defined Growth Plan for each key retail account that will enhance the relationships and result in growth and retention of existing and new retail partners in a profitable manner.

 

Key Competencies:

Ensure growth targets meet budgeted expectation in relation with annual and re-projected targets.

Deliver new account targets as per budget.

Analyse and interrogate sales reports with merchant management to identify performance opportunities and develop a merchant  improvement plan along with account managers.

Quality accounts to be opened in line with risk indicators.

Coordinate and implement account incentives and promotions.

 

 

Branding of merchants to optimise promotional space and effective utilisation of POS

Ensure brand positioning within the regions, report on performance and propose remedial action.

Conduct regular field visitations utilising call structure and diary management.

Implement channel briefs and account growth plans.

Roll out new programmes.

Control exenses within agreed budgets.

Implement effective route planning and time management within the sales team.

 

 

Oversee strategic promotional campaigns via the Account Managers’ Promotional Planners.

Conceptualise and drive the Account Growth Plan for each Key Account to position credit as a strategic driver in the retailer through the growth of new customers and turnover.

Understand the target market and retailers that engage with them.

Identify a pipeline of retailers (that engage with our target market) whom we can add to our network.

Drive the governance process to ensure the retailer is signed up and ready to trade effectively.

Negotiate and agree commercial expectations.

Co-ordinate cross functionally and regionally to manage the execution of the Account Growth Plan.

Build sustainable relationships by establishing and driving agreed commercial expectations.

 

Build a strong body of knowledge around the industry, retailer and customer target market to enable sustainable account growth.

Communicate the performance of each account in relation to the growth activities and in accordance with the agreed Growth Objectives.

Build the Group’s brand through your personal engagement and delivery.

Reflect the values of the Group in your daily encounters.

Build strong networks and strategic relationships with internal and external stakeholders.

 

Exercise effective people management through recruitment, performance evaluation, training, development, work allocation, disciplinary processes and problem resolution.

Exercise strong communication, influencing skills, thought leadership and rational decision making.

Display system-wide focus and be impact astute.

Show strong change orientation, analytics, conceptual and problem solving skills.

Exhibit excellent coaching and mentoring skills at all levels within the organization.

 

Qualifications & Experience:

Relevant B degree or equivalent

Strong Financial and Commercial Acumen

6 years of Sales Management

Financial Services and/or Banking experience

Business/Sales Qualification

 

Track record in strategic Account Management wit a minimum of 5 years relevant experience, preferably in business-to-business relationship based sales.

An excellent team-worker and communicator (both verbal and written) with a track record of working across teams to deliver value.

A Valid Driver’s license (essential)

Botswana Citizenship (essential)

A valid passport (essential)

The successful incumbent will be required to travel to South Africa for reviews.