Senior Manager Modern Trade

The Organisation:

MultiChoice Group (MCG), a subsidiary of Groupe CANAL+, is a leading provider of entertainment and related consumer services. The company has an expanding ecosystem, underpinned by scalable technologies, and track record now spans almost 40 years.

MCG provides video entertainment products and services through its linear and streaming platforms to millions of households across 50 countries on the African continent. Continues to grow by producing and acquiring the best local, sport and international content, offering tiered subscription packages and aggregated streaming services to its customer base.

MCG’s superior technology capabilities enable it to continue innovating around distribution, digital, payment solutions and content security to offer the best customer experience across the continent.

Reaching up to 100million individuals daily, the MultiChoice Group is using its scale and distribution to expand its platform to include sports betting and interactive entertainment, fin-tech services, household services (focused on internet connectivity with emergency response services) and ed-tech.

Irdeto, which is MCG’s technology business, provides platform cybersecurity services which protect over 6 billion devices and applications globally for some of the world’s best media and technology brands, as well as clients in the connected industries

Purpose of the Position:

To lead and grow the Modern Trade channel by setting strategic direction, managing key retail and distribution partnerships, and ensuring consistent commercial execution that drives decoder sales, distribution expansion, and sustainable profitability across all formal retail channels.

Key Performance Objectives

Modern Trade Channel Strategy

  • Define and execute the Modern Trade channel strategy aligned to sales and distribution objectives for the relevant country
  • Align and set channel-level targets for revenue, volume, distribution and profitability
  • Identify priority retail and distribution partners for growth and expansion
  • Drive national distribution strategy to expand point-of-sale presence and coverage
  • Translate business strategy into clear annual and quarterly Modern Trade plans
  • Define the national formal retail strategy, including priority partners, channel segmentation, and growth roadmap
  • Determine optimal distribution models, coverage strategy, and channel economics
  • Establish frameworks for POS expansion, productivity optimisation, and long-term growth
  • Align formal retail strategy with broader commercial and brand

Key Account Relationship Leadership

  • Own and manage senior executive relationships with key retail and distribution partners
  • Lead joint business planning (JBP) processes with strategic partners
  • Negotiate commercial agreements, trading terms, and promotional investments
  • Act as escalation point for high-impact commercial or operational issues
  • Ensure long-term, mutually beneficial partnerships built on performance and compliance

Team Enablement

  • Lead, coach, and develop Key Account Managers within the Modern Trade team
  • Set clear performance expectations and KPIs aligned to channel goals
  • Review account plans, forecasts, and execution quality across portfolios
  • Support capability building in negotiation, execution, and account managementDrive a high-performance, accountable, and results-driven sales culture

Commercial Governance & Execution Oversight

  • Oversee sell-in, sell-out, stock availability, and in-store execution performance
  • Ensure pricing discipline and adherence to agreed trading terms across partners
  • Approve and monitor promotional plans, calendars, and trade spend effectiveness
  • Partner with Supply Chain to manage forecasts, replenishment, and inventory risks
  • Ensure operational excellence and compliance across all Modern Trade accounts

Performance Management, Insights & Reporting

  • Track and review Modern Trade performance using KPIs, dashboards, and reports
  • Analyse sales trends, distribution gaps, promotional effectiveness, and risks
  • Identify growth opportunities and corrective actions at channel and account level
  • Provide structured performance updates and insights to senior leadership
  • Use data to drive fact-based decisions and continuous improvement

Commercial Structuring & Deal Optimisation

  • Define and negotiate pricing models, margin structures, rebates, and incentive frameworks
  • Evaluate and optimise ROI on trade spend and promotional investments
  • Establish guidelines for promotional cycles, discounting strategy, and incentives

Balance revenue growth with margin protection and long-term sustainability Point-of-Sale Expansion & Productivity

  • Lead national expansion of retail footprint within formal channels
  • Define and enforce standards to maximise sales per outlet
  • Identify underperforming stores and implement recovery plans
  • Drive initiatives that improve conversion, sell-out, and throughput

In-Store Execution & Brand Presence Strategy

  • Define instore visibility strategy, including merchandising, fixtures, and branding standards
  • Set direction for campaign look & feel within retail environments
  • Establish execution standards for displays across all retail partners
  • Stock Availability & Distribution Strategy
  • Define overall distribution strategy through distributors
  • Define distribution and replenishment strategy for formal retail
  • Ensure optimal stock levels and availability across stores and distributors
  • Collaborate with supply chain to mitigate risks and improve responsiveness
  • Identify and resolve systemic availability challenges

Qualifications

  • Bachelor’s degree in business, Commerce, Marketing, or a related field
  • Postgraduate qualification (MBA or similar) advantageous

Experience

  • 12+ years’ experience in Modern Trade, Key Account Management, or FMCG/telecom sales leadership roles
  • Proven experience managing senior retail buyers and strategic distribution partners
  • Track record of delivering sustained sales growth in formal retail environments
  • Demonstrated leadership experience managing and developing commercial teams

Technical Competencies

  • Modern trade and channel strategy implementation
  • Key account executive relationship management
  • Commercial negotiation and trading terms execution
  • Sales execution, promotions and pricing governance
  • Proven data-driven performance and forecast management

Behavioural Competencies

  • Goal Setting and Alignment: Sets clear, aligned goals for team success within department objectives.
  • Decision-Making Agility: Makes informed decisions quickly to drive operational success.
  • Team Empowerment: Empowers teams by fostering autonomy and accountability.
  • Resource Optimisation: Manages resources effectively to maximise departmental output.
  • Continuous Improvement Mindset: Encourages innovation and improvement within the team
  • Communication: Clearly and effectively communicates complex information across teams
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