Head of On Trade

Top Management

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

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

Senior Sales Representatives, and 1 Sales

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

Mentor, coach

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

National Operations Manager

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

National Account Manager

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

Sales Manager

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

Key Account Manager

Business Development Representative

Field Sales Representative

Personal Financial Advisor

Sales Consultant

Find out detailed information about Toto Jemsana, Head of On Trade in Johannesburg, GT

Toto Jemsana: Head of On Trade in Johannesburg, GT

Toto Jemsana