Toto Jemsana: Head of On Trade in Johannesburg, GT
Toto Jemsana
Head of On Trade
Johannesburg | ZA
Skills
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Interests
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Industries
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Summary
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Activity
Projects
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Work experience
DIAGEO
Head of On Trade | 02/2019 - Current
Context
• Responsible for delivering R5.3bn in Net Invoiced Sales Value, and managing an A&P spend
budget of R70m
• Responsible for delivering a price mix, trading terms investment spend, and an operating
margin target
• Develop an on trade strategy with a clear definition of the picture of success
• Channel has 3 sub0channels:
o Route to Market - 25 key account groups
o Formal On Trade - 10 key account groups
o Informal On Trade - 12 000 taverns
• Manage a team of 9 direct reports, with cross-functional roles as mentioned below:
o 3 x Divisional Sales Managers
o 5 x National Account Managers
o 1 x Sales Performance Manager
HEINEKEN SA
Senior Sales Representatives, and 1 Sales | 07/2017 - Current
Location: Pretoria
Context
• Managing a sales team of 4 Sales Managers, 2 Senior Sales Representatives, and 1 Sales
Coordinator
• Managing a Division of 765k Hl in volume, and R1.1bil in gross revenue
• Manage a Divisional budget of R8mil
• Drive the highest standards of executional excellence through the implementation of business plans, trading term compliance, cycle activity, perfect store activation & category
management across all channels
• Develop ad hoc divisional promotions in line with brand and volume opportunities identified
• Mentor, coach, and identifying opportunities to ensure continuous development of people
HEINEKEN SA
Mentor, coach | 01/2016 - 06/2017
Location: Johannesburg
Context
• Managing a sales team of 4 Sales Managers and 1 Sales Coordinator
• Managing a Division of 400k Hl in volume, and R600mil in gross revenue
• Manage a Divisional budget of R5mil
• Drive the highest standards of executional excellence through the implementation of business plans, trading term compliance, cycle activity, perfect store activation
• Develop ad hoc divisional promotions in line with brand and volume opportunities identified
• Mentor, coach, and identifying opportunities to ensure continuous development of people
PEPSICO - Simba (Pty) Ltd
National Operations Manager | 01/2015 - 12/2015
Context
• Managing an operations team of 6 regional operations managers and 4 regional wholesale
managers
• Managing 2 major 3rd party agencies, with a PepsiCo dedicated staff count of 60 people
combined
• Leading the management of 3rd party sales and merchandising
• Develop clear and measurable KPIs for 3rd party agents
• Manage 3rd party budgets in coordination with the Channel Development Director
PEPSICO - Simba (Pty) Ltd
National Account Manager | 09/2014 - 03/2015
Context
• Managing a R120 million channel in revenue, with a database of 1 200 outlets
• Managing an advertising and promotions budget of R1.2 million
• Develop a clear go to market for speciality accounts
• Develop world class trading terms that are beneficial for both clients, and Simba Pty Ltd
• Develop, maintain, and foster internal and external relationship
Brandhouse Beverages (Pty) Ltd
Sales Manager | 08/2013 - 08/2014
Context
• Managing a R300 million territory in revenue, with a team of 9 sales representatives
• Working with a database of 600 outlets, including distributors, wholesalers, retailers, and taverns
• Managing a strategic budget spend of R2 million
• Cross-functional working relationships with key accounts, credit control, distribution, and trade marketing
Brandhouse Beverages (Pty) Ltd
National Account Manager | 04/2013 - 09/2013
Location: Johannesburg
Context
• Managing a R500 million account, with a budget spend of R3 million
• Account is Brandhouse's fifth biggest account with 40 outlets nationally
• Developing world class joint business plan
• Supporting the field sales force with clear, simple, and sustainable account strategy
• Leading cross-functional teams between customer marketing, trade marketing, and brand
marketing
Brandhouse Beverages (Pty) Ltd
Key Account Manager | 11/2011 - 03/2013
Location: Johannesburg
Brandhouse Beverages (Pty) Ltd
Business Development Representative | 09/2010 - 10/2011
Location: East London
Brandhouse Beverages (Pty) Ltd
Field Sales Representative | 03/2010 - 08/2010
Old Mutual PFA
Personal Financial Advisor | 03/2009 - 02/2010
Shoprite Group
Sales Consultant | 04/2006 - 08/2008
Education history
Person High School
University of South Africa (UNISA)
BCom Financial Management
Connections
Companies (0)
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