Brian Cowie

General Management of the Tiger Brands Commercial activities within the borders of Namibia.

Lead, engage, measure, and grow the role of the in-country Business Partner through a fixed and variable Service Level Agreement with Key Performance Indicators.

Responsible for the budgeted sales, profitability, and forecasting for 13 Tiger Brands categories across all Namibian Market, Shopper and Consumer segments.

Deliver Strategic Growth Plans by category.

Ensure mutual adherence to agreed Trading Terms to extract the highest return on investment.

Business Unit Account Plans implementation, measurement, and correction through regular Performance Reviews, Trade Visits and scorecarding.

Conduct regular top-to-top Customer Reviews with all Namibian stakeholders.

Lead quarterly planning meetings with both external and internal customers.

Lead and mentor a direct reporting team consisting of 2 Regional Sales Managers, 1 Sales Operations Manager, and 1 Head of Key Accounts.

Responsible for the budgeted sales and profitability of the entire Namibian market for both Bokomo and Pioneer ranges.

Develop and Deliver strategic growth plans.

Customer Trading Terms negotiation.

Develop and Manage Annual Customer Account Plans.

Conduct regular top-to-top Customer Performance Reviews.

Lead quarterly planning meetings with both external and internal customers.

Reporting to the CEO.

Reported to the owner, who was based in Harare, Zimbabwe.

Penetrate new geographical markets.

Sign off turnkey implementation plans for all listings, logistics, pricing, order cycles, and demand planning out of a bonded warehouse in City Deep, Johannesburg.
In existing markets, evaluate current efficiencies and drive change management at the operational and key account levels in the country. Advise the business on recommendations and a path for growth.
Build and maintain commercial relationships with senior export buyers in South Africa.

Reports: 4 Regional Sales Managers, 1 Export Manager.

Commercially responsible for South Africa, Namibia, Angola, Zambia, Zimbabwe, Mozambique, Tanzania, Malawi, Lesotho, and Swaziland.

Manage activities of 3rd Party Sales and Merchandising Agencies.

Generate and deliver the South African and Sub-Saharan Country sales budgets.

Generate and manage cost budgets and monthly Profit and Loss Statements.

Deliver Strategic Growth Plans.

Customer Trading Terms negotiation and implementation.

Customer Account plans.

Manage and develop the Kellogg business to a sustained double-digit growth level in five core Sub-Equatorial African countries, two Indian Ocean countries, and South African-based export customers.

Manage and deliver the monthly, quarterly, and annual sales budget and/or forecast in conjunction with the in-country distributors.

Monthly, quarterly, and annual measurement and presentation of the financial health scorecard performance.
Consistently participate in weekly Leadership (Director Level) forums and Project Teams to bring insights and feedback on tactical and strategic initiatives.
As part of the Sales Leadership Team, ensure that constructive dialogue and reporting on all objectives are accurately and consistently delivered to the Sales Director.

Plan and conduct regular country trade visits, and lead these when hosting leadership from Kellogg International.
Review of the Distributor Service Level Agreements to ensure compliance and implementation.

Achievement of the Annual Commercial Plan by the management of the agreed activities of two outsourced National Field Sales Vendors.
Plan, manage, and deliver the monthly, quarterly, and annual Sales Budget in conjunction with the Customer Business Managers.
Initiate distribution and placement targets by account, and measure performance of all New Product developments.

• Collaborate with the Customer Business Managers, Category Manager, and Brand Managers to integrate the various strategic Customer and Marketing plans into a tangible and measurable Field Sales Plan, utilizing databases such as Nielsen’s, new product performance, and Promotions ROI. • Consistently participate in weekly Leadership (Director Level) forums and Project Teams to bring insights and feedback on tactical and strategic initiatives.
As part of the Sales Leadership Team, ensure that constructive dialogue and reporting on all objectives are accurately and consistently delivered to the Sales Director.
Plan and conduct regular trade visits, and lead these when hosting leadership from Kellogg International.
Annual review of the two Agent Service Level Agreements to ensure compliance and relevance.
Lead all tender processes by drawing up SLA documents and awarding such tenders in conjunction with the Procurement Manager.
Direct reports: 4 Agent Regional Sales Managers, 3 Agent Sales Support Admin Assistants.

Manage, lead, and develop National Key Account Managers in Corporate and Independent Wholesale, Away From Home, and Convenience Channels.

Negotiating Annual Trading Terms and Promotional Grids by Customer.
Plan, manage and deliver the monthly, quarterly and annual Sales Budgets in the relevant Accounts
Manage and Report on monthly Customer Profit and Loss Statements to the Business through monthly Financial Health Check feedback forums.
On New Product Development; initiate distribution and placement targets by account and measure performance.
Collaborate with the National Field Sales Manager, Category Manager and Brand Managers to integrate the various strategic Customer and Marketing plans into a tangible and measurable Annual Customer Plan, utilizing databases such as Nielsen’s, New product performance, Promotions ROI
Consistently participate at weekly Leadership (Director Level) forums, and Project Teams to bring Channel insights and feedback on tactical and strategic initiatives.
As part of the Sales Leadership Team, ensure constructive dialogue and reporting on all objectives is accurately and consistently delivered to the Sales Director.
Develop and Manage both short and long term objectives of a Customer Account Plan that is continuously aligned to the overall Business and Customer objectives, such as the Walmart Joint Business Planning process.
Plan and conduct regular trade visits and lead these when hosting Leadership from Kellogg International.
Direct reports; Three National Key Account Managers and two Account Assistants.

Manage, lead, and develop National Key Account Managers in Corporate and Independent Wholesale, Away From Home, and Convenience Channels.
Negotiating Annual Trading Terms and Promotional Grids by Customer.
Plan, manage and deliver the monthly, quarterly and annual Sales Budgets in the relevant Accounts
Manage and Report on monthly Customer Profit and Loss Statements to the Business through monthly Financial Health Check feedback forums.
On New Product Development; initiate distribution and placement targets by account and measure performance.
Collaborate with the National Field Sales Manager, Category Manager and Brand Managers to integrate the various strategic Customer and Marketing plans into a tangible and measurable Annual Customer Plan, utilizing databases such as Nielsen’s, New product performance, Promotions ROI
Consistently participate at weekly Leadership (Director Level) forums, and Project Teams to bring Channel insights and feedback on tactical and strategic initiatives.
As part of the Sales Leadership Team, ensure constructive dialogue and reporting on all objectives is accurately and consistently delivered to the Sales Director.
Develop and Manage both short and long term objectives of a Customer Account Plan that is continuously aligned to the overall Business and Customer objectives, such as the Walmart Joint Business Planning process.
Plan and conduct regular trade visits and lead these when hosting Leadership from Kellogg International.
Direct reports: Customer Services Manager, Agent Field Sales Manager, Agent Sales Support Admin Assistant.

National Key Account Management to the Spar Group. Commercial interaction with SPAR National and Regional Buyers.
Achieve and exceed the annual Sales budget.
Manage costs within agreed budgets to deliver profitability targets.
Deliver, implement, and evaluate the annual customer plans. Implement price increases in line with mandates, and realize the agreed value growth as per the commercial plan.
Achieve listings of new products, product line extensions in the customer channel, in line with distribution and merchandising targets, agreed upon with marketing and brand teams.
Deliver Weekly, Monthly and 6-Monthly National sales forecasts and measure daily sales performance against Customer and Company budgets.
Negotiate Promotional Activity Grid, conduct Promotion Evaluations and ensure Point Of Purchase compliance.
Implement all SAP inputs including base price lists, cycle and promotional deals and maintenance of Customer hierarchy lists.
Manage third party Sales and Merchandising agent and present Quarterly Performance Reviews at Agent Regional Cycle meetings.
Conduct Customer Regional Performance Reviews with SPAR on a 6 week cycle and monthly Customer P&L’s with Marketing and Finance.

National Key Account Management for all Massmart customers. (MAKRO, SHIELD, GAME, JUMBO, CBW Buying Group)

Achieve and exceed the National Commercial Budgets.

Manage costs within budget to deliver profitability targets.

Deliver, Implement and Evaluate Annual Customer Plans.

Implement price increases in line with the mandate, and ensure RSP compliance on and off promotion.

Negotiate National and Regional Promotional Activity Grid, conduct Promotion Evaluations and ensure Point Of Purchase compliance.

Manage agreed activities of a third party Sales and Merchandising agent and present at Agent Performance Reviews at Agent Regional Cycle meetings

Conduct Customer Performance Reviews with both External and Internal Customers.

Domestic, industrial, and commercial electrical maintenance and installations.

Complete management of staff, cash flows, inventories, contract bids, costs, and installation projects.

National Key Account Management to all Wholesale Customers.

Achieve and exceed the National Customer Sales budget.

Manage costs within budget to deliver profitability targets.

Deliver Strategic Customer Plans.

Manage, develop and lead a 4 Regional Key Account Managers

Conduct Performance Reviews with Customers both External and Internal.

Immersed and effective relationship with Field Sales, Marketing, Brand Teams and Finance.

Achieve and exceed Annual Sales Budgets. (Region contributes 43% of National Turnover)

Responsible for 3 Sales Operations Managers (direct), 25 Field staff (indirect); 5 Admin (direct).

Manage costs within budget to deliver profitability targets.

Set and Review objectives to consistently meet the National and Regional Marketing, Brand and Key Account plans

Conduct Performance Reviews with Customers both External and Internal.

Daily integration with Marketing, Finance and Logistics to ensure seamless achievement of Commercial objectives.

National Key Accounts activities for all Martin and Martin Customers accros South Africa.

Provide service excellence on agreed and measurable Third-Party Sales and Merchandising services to existing Customer Principals through daily management of a Field Sales structure of Regional Managers, Field Managers, Representatives, Trade Marketers and Merchandisers.

Manage Exception Reporting and take corrective steps to ensure compliance to the Service Level Agreement.

Lead regular Performance Reviews with the respective Principals and the Business.

Participation in developing plans for Onboarding of New Principals.

Roles from last to first;

• National Trade Marketing Manager. Isando Head Office, Gauteng
• Regional Sales Manager. Kwa-Zulu Natal
• Branch Manager. Port Shepstone Branch, Kwa-Zulu Natal Area
• Sales Manager. Durban, Kwa-Zulu Natal

Positions held from last to first;

• Sales Rep
• Electrical Superintendent
• Electrician

Positions held from last to first;

• Trade Tested Electrician from 1984 to 1987.
• Apprentice Electrician from 1980 to 1984.