Toto Jemsana: Head of On Trade in Johannesburg, GT

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

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

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

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

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

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

Location: Johannesburg

Location: East London