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Immediate Superior: Head of RTC & eBusiness 
Job Grade: 30 
Location: Gauteng 
Type of Contract: Permanent 
Reference Number: 141112 
Closing Date: 05/08/2025

 

Purpose of the Position

 

The role's purpose is to drive commercial optimization of our secondary depot network and boost direct sales to customers by enhancing service delivery to the fragmented trade, in line with the Route-to-Consumer (RTC) strategy. This involves translating and communicating the strategy into clear, simple, structured, and measurable execution plans. The role ensures mutual benefits through Secondary Depot/Trade Express (TX) optimization and fragmented trade engagement. Ultimately, the goal is to deliver superior customer service, increase revenue and operating profit, improve the distribution of HBSA products, and achieve high customer satisfaction. Additionally, the successful candidate will be expected to support the development and implementation of the RTC Strategy.

 

KEY RESULT AREAS

 

RTC Strategy

Support the RTC and Supply strategy development with analysis, insights from the fragmented market, tests, and RTC rollout. Monitor competitor activities at the customer front, in digital spaces, and beyond, providing thorough competitor RTC analysis and risk assessments to build a competitive advantage. Understand and assess industry trends and business model innovations in the fragmented trade to ensure the HBS strategy remains relevant.

 

Secondary Depot and Trade Express Optimization

The successful candidate will have P&L accountability for the secondary network profit centers (>R3bn in revenue). Enhance capability, strengthen leadership and management, realign incentives and KPIs (trading density, availability, floor sales). Develop and execute a national TX commercial strategy that shifts current capacity from passive to active, harmonizing with the RTC strategy. Develop and execute a secondary depot strategy to ensure efficient acceleration of direct deliveries. Introduce improved service levels for fragmented customers at TXs, including eB2B order execution, delivery, customer credit support and maintenance, and CMD support. Oversee the simplification of the TX assortment, rationalization of discounts, and optimization of trading space. Collaborate with cross-functional teams, including HBSA Sales, the RTM team, Trade Marketing, e-business, and the Supply Chain teams to execute strategic projects. Develop and leverage customer data from multiple sources to support commercial decisions and front-line teams' action-planning at the customer level. Continuously reassess, provide feedback, and implement improvements to the RTC team.

 

Focus on Customer Centricity

Take a customer-centric approach to implementing the RTC strategy and Customer Service Policy, ensuring best-in-class Customer Experience across all touchpoints. Engage closely with Sales (including 3rd Party), Trade Marketing, Logistics, D&T, and Customer Service teams to build action plans addressing customer pain points and increasing customer satisfaction, measured via NPS scores

 

EDUCATIONAL QUALIFICATIONS

A 3-year Degree in Business, Commerce, Finance, Logistics, Data science

 

PROFESSIONAL EXPERIENCE AND PERSONAL ATTRIBUTES 

Minimum of 10 years’ experience in the FMCG industry with experience in:

Proven success in Commercial, Supply, RTC and/or Sales roles Data savviness & good analytical skills Revenue Management experience Sales incentive & performance management and knowledge of KPI development and tracking Consistent demonstrated high-performance levels

 

The Company’s approved Employment Equity Plan and Targets will be considered as part of the recruitment process. As an Equal Opportunities employer, we actively encourage and welcome people with various disabilities to apply. Heineken Beverages (South Africa) (Pty) Ltd) is committed to an organisational culture that recognises, appreciates and values inclusion and diversity. You must be fully eligible to live and work in South Africa to apply.