General Sales & Marketing work focuses on a combination of general sales and marketing work including: •Face-to-face and/or remote sales to new or existing customers •Assessing customer needs and suggesting appropriate products, services and/or solutions •Planning, developing, and delivering the marketing strategy for products/services and associated brand(s) •Evaluating, measuring, and managing the product/brand P&L (e.g., budgeting, expenditures, profitability, return-on-investment, etc.) Incumbents in this specialization may also provide customer service and support in the form of information on product/price and resolution to issues related to billing, shipping, delivery, complaints, etc. Incumbents matching to this specialization are compensated based on achievement of sales targets.
Knowledge Skills and Abilities, Key Responsibilities:
Work with Global and Country teams to develop food (prepared & recipes) and offer value propositions (menu’s and offers) incorporating shopping missions, using customer insight studies where appropriate. Ensure that all product ranges, pricing and promotional value propositions are truly consumer data driven. Work with organisations such as AC Nielsen, Food category partners / vendors and dealers. Support the Regions and Countries in developing category planning practices and third-party working relationships.
Create localized HSE and legal principles, training, policies, and procedures (i.e. new listings) guidelines to enable Countries to sell and operate both safely and legally at all times, paying particular attention to food safety and hygiene. Lead food safety and sanitation efforts, ensuring every meal are served with the highest levels of attention to quality and safety. Develop systems and processes to ensure all food experiences are operationally and financially executable.
Source, develop and maintain product /prepared food ranges / menus, recipes and source local vendors, distribution channels, and product cost prices across the East Region countries. Seek vendors in the local industries, request information, and establish criteria to choose the best suppliers for category’s products. Negotiate rebate / vendor contracts during the signing process and at the time of renewal, and monitor vendors’ adherence to contractual terms throughout the relationship. Evaluate and report on vendor performance, quality, payment terms, distribution, stock provision and costs monthly. Ensure rebate billing is in line with contractual agreements, budgets and are collected timeously. Provide accurate product and supplier data to the Regional and Country Puma Database Managers to ensure service stations are able to buy, sell, price and control their inventory effectively.
Negotiate cost price changes with vendors, develop Retail Price Strategies by category by country and inform the changes to relevant departments of the organization to implement at site level. Monitor and report on store profit margins.
Develop Food and Offer product ranges and associated category strategies; evaluate and implement Planograms and merchandising principles for each product range item by Country. Develop the vision, long and short-term goals for the purpose of expanding food service programs and keeping offerings fresh and relative. Monitor performance and report on both individual products and their respective categories on a monthly basis. Use system data to report on product / recipe / category performance, profit and loss statements, and regularly assess product performance / category strategies against competitors to ensure Puma meets their 5-year plan. Develop solutions to improve performance and profitability across each category.
Work closely with Value Proposition Manager to develop, implement and manage ranges for new offers across the East Region. E.g. QSR, Automotive Services (Carwash, Lube Bays etc., Financial Services (ATM, Payments etc.) and Pick up services (Parcel drop off/collection, laundry etc.).
Work closely with Value Proposition Manager and the Space Planner to ensure category floor plans (correct food service equipment and kitchen layout), promotional plans and planograms are in line with customer shopper missions / insights, category performance and strategies.
Develop, coordinate and execute business tactics for development, marketing and sales (promotions) of the products in categories to ensure sales goals. Analyze customer requirements and develop monthly product promotions to drive sales. Devise promotional strategies / plans / grids, with the accompanied promotional floor plans and planograms. Stay updated on industry trends and market competitions.
Support and respond to Country, Dealers and Customers queries about product categories, pricing and promotions timeously and accurately. Provide Convenience Retail Category Management support and be the Centre of Expertise to the Country teams by developing, adapting and enriching global Convenience Retail Category Management COE guidelines. Represent Puma Energy Convenience Retail at Industry Forums, in order to ensure Puma Energy is up to date and current with Convenience Retail innovation and global best practices. Support store retrofits and new store openings as appropriate. Ensure that Puma Energy maintains competitive advantage by making sure that Regions and Countries have an up to date understanding of Convenience Retail Category Management best practices, competitor initiatives and activities.
NQF level 7 (Degree/Advanced Diploma with specialization Retail, Business Management or equivalent)
Food management diploma including HACCP / food safety practices
At least 8 years working experience within the food/non-fuel retailing / mainstream Retail or hospitability industry.
Experience sourcing the following products (Bakery, Foods Services)
Experience within the hospitality industry could be beneficial.
Previous experience in a matrix / COE (Centre of Excellence) organization is a plus
Proficiency with MS Office
Food recipe development and HACCP compliance
Supply Chain Management
Understanding of food services/QSR/Hospitality industry and product categories prevalent in the African retail landscape.
Working knowledge of buying practices
Problem Solving and Decision Making
Negotiation, Persuading and influencing
Communicate with clarity (Internally & externally. Written & oral)
Planning and organising
Collaborating with others
Ability to manage multiple projects
Embracing change and transformation
Ability to work independently with irregular supervision
Lead by Example
Key Relationships and Department Overview:
Internal – COO, CCO, General Managers, Retail Managers, Specific Business Managers (Lubricants), network planning, specific functions (Procurement, Engineering, HR, Legal, Finance, IT, Transformation office), Region and Country Convenience Retail teams and direct reports.
External – Advertising Agencies, Suppliers of Services, Vendors, 3rd party investors, Dealers and represent Puma as required in any external forum in respect of Convenience Retail.
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