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Work Background
AB InBevGlobal Director Revenue Growth: Commercial Performance
Jun. 2022New York, United StatesDuties:
Contribute to the commercial strategy development for the total company
Develop commercial performance management systems and processes
Drive results by steering decisions with robust analyses and critical thinking
Manage commercial data assets from 40+ markets around the world
Connect the dots across datasets to extract insights that lead to improved commercial results
Interrogate commercial data to find opportunities to enhance and sustain top and bottom line performance Achievements:
Expanded harmonized commercial data to cover over 95% of our sales across the globe
Developed daily, weekly and monthly performance tracking resources to bring visibility ahead of monthly and quarterly round ups so results could be positively influenced earlier
Led discussions that in turn led to several pricing opportunities being unlocked
Developed framework for optimizing returns on returnable packaging capital deployment
Anheuser-Busch InBevGlobal Director: Commercial Strategy and Resource Allocation
Jan. 2020 - May. 2022New YorkDuties:
Our online B2B marketplace = BEES
Contribute to the development of the BEES commercial strategy
Create visibility of commercial performance in markets where we rolled out BEES
Interrogate the drivers of performance within BEES
Develop robust analyses to steer decision making on future development of BEES
Provide the analyses critical to commercializing BEES to third parties
Leverage richness of data (BEES and non BEES) to expand our bottom line Achievements:
Created and managed harmonized global databases of commercial data channeled from local ERPs daily
Steered decisions on the development of BEES leading to accretive revenue Built tracking reports (PowerBI) and self help analytics for BEES leadership
Supported the rollout of BEES to 3P and DTAAS partners
Developed a flexible delivery pricing model including the concept of distribution curve index
South African BreweriesDirector PPM and Revenue Growth
Nov. 2016 - Dec. 2019South AfricaDuties:
Lead the development of the commercial strategy for South Africa
Develop the revenue growth agenda for South Africa, Lesotho and Swaziland
Set and manage pricing and discounts
Engage with government on excise tax rates
Ownership of the P&L down to margin contribution for 3 countries
Manage commercial planning processes - 3YP, 1YP and Budget
Financial management of the full P&L for South Africa
Manage short cycle performance - commercial performance reviews Achievements:
Streamlined pricing architecture to drive profit pool share expansion
Implemented differentiated pricing strategy to leverage brand elasticities
Optimized SKU portfolio to maximize supply chain efficiency
Introduced promo packs and innovative sales strategy to boost market share
Developed consumer pricing program in key accounts off premise that increased our market share
Removed ineffective discounts and reinvested in price reductions on critical SKUs
Set business on a topline growth trajectory that is still reaping benefits today
South African BreweriesRetail Intelligence Manager
May. 2011 - Oct. 2016JohannesburgDuties:
Contribute to the development of our South African commercial strategy
Build a central intelligence hub to bring performance visibility
Build an analytical center of excellence to help steer high level decision making
Set the revenue growth agenda based on robust analysis and thoughtful strategy Achievements:
Centralized performance management system and self-service analytics
Reduced analytical headcount across the business - costs and decision making speed improved
Supported all key decisions in the commercial space
Developed retail price program which improved retail price compliance from 30% to 80%
Introduced strategic price management - balanced consumer, retailer and company needs
South African BreweriesChannel Manager: Urban re-distributors
Apr. 2009 - Apr. 2011Johannesburg Metropolitan AreaDuties:
Turnaround share losses in the most critical trend setting channel
Engage with key clients that have long been adversaries and turn them into promoters Achievements:
Increased market share in the trend setting formal on premise channel from 30% to 80%+
Lowest spend per volume from all channels
South African BreweriesProgram Manager: Strategic Projects
Sep. 2007 - Mar. 2009Johannesburg Metropolitan AreaDuties:
Develop the blueprint to increase direct to retailer delivery in South Africa
Rollout and manage the execution of the blueprint to all 21 sales districts in the country Achievements:
Successfully developed, packaged and rolled out initiatives that led to more than 10pp increase in direct to retailer delivery
South African BreweriesDistrict Manager
Aug. 2006 - Aug. 2007JohannesburgDuties:
Manage the sales and distribution function of the most competitive territory in the country
Build brand equity on the ground
Establish structure and discipline to ensure sustainability Deliver on revenue and profit targets for the territory Achievements:
Increased direct to retailer distribution from 20% to >50% in 1 year
Reduced distribution costs by 10% despite doing more low drop size deliveries
Removed counter-productive discounting that was used to take sales from a neighboring sales territory
South African BreweriesRegional Marketing Manager
May. 2006 - Jul. 2006JohannesburgDuties:
Develop brand equity on the ground
Manage marketing budgets and programs
Manage discounting budgets Achievements:
Developed a discounting framework to prevent intra company price competition
Created the model for localized brand development which included direct consumer engagement
South African BreweriesStrategy Planning Officer
Apr. 2004 - Apr. 2006JohannesburgDuties:
Run the business planning cycle across all functions 3YP, 1YP and Budgets
Develop the strategic agenda that unites all functional silos behind a common goal Achievements:
Developed the competitor business model simulator to predict moves enabling us to make critical price/portfolio decisions ahead of time
Developed and ran the integrated long term planning model
South African BreweriesPackaging Engineer
Apr. 2002 - Apr. 2004JohannesburgDuties:
Manage the engineering function across all sub disciplines in the packaging operation at the brewery
Deliver on factory efficiency, material usage, maintenance cost and plant safety targets Achievements:
Improved the factory efficiency from 50% to 75% and was awarded the most improved brewery in 2003
Built new brewery production lines to support an expanding portfolio
South African BreweriesPackaging Development Specialist
Apr. 2001 - Apr. 2002JohannesburgDuties:
Leverage packaging expertise to develop capability, improve performance and reduce waste across the packaging operation Achievements:
Reduced waste - beer and packaging raw materials
Improved product quality performance
Launched several new products - new liquids and packaging
South African BreweriesManagement Trainee
Jan. 2000 - Apr. 2001JohannesburgDuties:
Learn about the workings of the beer business across all functional silos
Develop people leadership skills
Manage delivery of kpis in all roles assigned Achievements:
Led every packaging line in the brewery delivering performance and materials usage targets Successfully completed the rigorous management trainee program
MetrorailMechanical Engineer
Apr. 1999 - Dec. 1999JohannesburgDuties:
Manage the maintenance operation of commuter trains
Study service failures to determine causes and develop solutions to prevent future occurrences
Reduce maintenance costs Achievements:
Developed software to reduce time taken to develop a maintenance scheduling plan from months to 1day
Researched and introduced initiatives to reduce maintenance costs on the highest spend items
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