Experience Executive Manager within the FMCG market - CV J Botha

1. Jacques Botha
CURRICULUM VITAECURRICULUM VITAE
http://za.linkedin.com/in/bothajacques/
082 502 0914, 076 410 2265 Jacques_Botha@outlook.com
Parklands, Cape Town, Western Cape, South Africa
White, Male fluent in both English and Afrikaans (verbal and written)
Code 08 Drivers License, Own car
Product Categories Managed :
Liquor FMCG Personal Care Gen Merch
Food Pharmaceutical Neutraceuticals

2. Profile
Experienced executive management member within the FMCG Market. I am Driven, tenacious, hard-working
individual who thrives on maximizing the visibility and profitability of an organization’s products and services.
Within my career I have gained a wealth of experience in sales and key account management with a proven
track record. Not simply content with the status quo, I consistently use my skillset and knowledge to drive
optimum operational and sales strategies to ensure I maximize my contribution to the business and my team.
Creativity, energy and passion drives me to create an innovative, proactive and cross-functional environment.
As far as my management style is concerned, of the utmost importance to me is the empowerment,
accountability and development of my staff, thus creating an environment for growth and succession. Striving to
lead with EDGE, combined with a passion for CRM and Analytics motivates me consistently gain more
knowledge on my competitive environment, and trading landscapes. I work well independently and in a team.
Managerial Functions
National Key Account Management Innovation Operational Management Customer Service Management
Customer Relationship
Management
Sales Management Financial Management Staff Management and
Development
Administrative Management Business Development
Management
Marketing Management Stock Management and
Procurement
Supply Chain Management Operational Management Brand / Quality Management Project Management
Advertising and Promotional
Planning
CRM / Data Analytics, Reporting /
Commercialization
Asset Management Communication Management

3. Planning Organizing Administration Communication
Staff Management, Motivation Coaching and Development Listening Leadership
Structure creation Good negotiation skills Decision making Service Level Management and KPI’s
Control Data analysis Computer skills Problem solving
Customer Centric Strategy development Brilliant execution Time management
Budget Management Forecasting Procurement Distribution
Brand Building Negotiation & persuasion skills Customer Marketing Supply Chain Management
Professional Strong work ethic Results driven Trustworthy
Resilient Passionate Mature Loyal
Persistence Dynamic Adaptable Commitment
Observant Open-minded Goal orientated Dependability
Approachable Energetic Self-disciplined Efficient
Consistency Success celebration Communicate all levels Team player
Go the extra mile Enthusiastic Respectful Willingness to help
Impartial Sense of humor Confident Spirited
Honest Responsible Sees beyond the now Intuitive
Skills
Attributes
Characteristics
Passionate Decisive & Fair Highly Motivated Flexible Accountability
Resilient Fearless Creative Zoom Lens-Equipped Strong sense of ethics/integrity
Self-Possessed Energetic Magnanimity Able to Sell Willingness to Learn
Balanced Innovative Goal Driven Strong Networker Competitive spirit

4. Professional Networks
Member institute of Business Management FMCG Professional’s Worldwide
Future Trends Managers of spirits, Wine and drinks
Heineken Employees Network SA Marketing
Shopper Insights to Action Key Account Management Forum
Sales and Marketing Professionals in Africa FMCG Global consumer goods innovators and specialist
Achievements
MD nomination 2011 MD nomination 2012
VEO award - Values Award 2012 Business excellence award Makro 2010
Top performer Nov 2011 - Star performance award 2011 - Sales initiative award - Brandhouse
Information Technology Skills
Microsoft Office - Excel, Word, Publisher,
PowerPoint
Microsoft Outlook Internet explorers
SAP CRM SAP Business Warehouse
Interests
Sailing Outdoor / Nature
Gardening Technology
Gym Internet Research / Blogging

5. Education
Additional courses
Sales Impact 2001 Reverse Psychology Selling, Identifying buying signals
GAP Negotiations 2011 Effective negotiation skills
Selling with EDGE 2013 Motivational training to give competitive edge
Competition Law 2012 Competition Law
Compliance and Ethics 2013 Compliance and Ethics in the workplace
Consumer Protection Act 2012 Impact and contents of the consumer protection act
Time Management 2001 Effect time management, and Priority setting
Personal Goal Setting 2013 Identification and development of goals
Concur Expensive management 2012 Travel and Business expense management
Global People Manager 2012 Strategy, and effective people management tools
Standards of Excellence 2012 Performance delivered at it best
Situation leadership 2012 Adaptability leadership skills
Persuasive Sell 2012 Leading the sale, Planning, and value of Information
Being an Effective Communicator 2001 Listening skills
Diploma Dip.IBM In progress complete Nov 2013
South African Institute of Business Management
Management : General, Marketing, Production, Purchase, Personal HR,
Administrative. Negotiation Skills mngt Level, Business Finance, Capital
Source, Investment Policy, Capital Structure, Financial Decision Making,
Decision making models, Presentation Skills
Matric Grade 12
School Birchleight High School
Subjects English, Afrikaans, Mathematics, Science, Business Economics, Biology

6. Career Briefs
My duties include serving as an executive management member, managing the entire operational
activities and a staff complement of 24 managers and a total staff complement of over 300
individuals. As Business Development Executive manager, I am responsible for the development of
all external sales strategies, new business accruals, trading term agreements, audit processes,
performance management, mentoring and development of sales staff, CRM management and
maintenance, SAP BW reporting and analysis, Executive review reporting, category management
and development, Innovation, and marketing initiatives and strategy. My staff complement
include : Marketing assistants (Analytics, reports and measurement & evaluation), Business
Development Officers (Key Account Managers), Sales representatives, and the outbound call
Centre.
My duties also include that of change management, category management and development,
social media analytics, commercial market and trade analysis, Financial and analytical reporting,
consumer insight data, as well as market segmentation and interpretation thereof to drive strategy
and business development. The division that I manage is responsible for contributing more than 40%
of the total business revenue, as the balance is obtained via our retail consumer and online
markets.
I worked cross functionally with all divisions within the organization such as Food, Liquor, General
Merchandise, Procurement, Marketing, HR, IT, CRM, Reception, Retail, On-line, Finance, Food
safety, Logistics, Warehousing, Merchandising, Risk, and Operational Management.
Business Development Manager (Executive Team member)– MAKRO Sept 2014 - Present

7. Chief Executive officer – KAMPortal PTY LTD July 2013 - Present
I developed, designed and created a universal communication platform for all organizations and individuals operating in the South African
consumer goods market. Innovation was top of mind in order to keep expanding on our corporate offering, which included a range of
informational directories, services and other valuable guides, conveniently located in one site. My past experience, combined with massive
amounts of research enabled me to introduce game changing operational systems such as our Commercial community networking product. I was
responsible for leading consultations at Executive level in order to develop, and implement enterprise community networks for companies (ECN).
My core duties was to improve and develop better communication platforms, that would increase organizational flexibility and agility.
My responsibilities were to:
 Upscale commercial awareness
Drive commercial awareness and team development
 Increase team cohesion and collaboration
 Optimize communication efficiencies
 Increase productivity due to an increase of communication channels
 Improve organizational flexibility,
 Enable more innovation opportunities
 Improve corporate transparency and values perception
 Reduce operational cost
 Optimize strike rate of marketing strategies
 Deliver great activation
 Increase brand value and perception
 Upscale staff development
 Improved customer service efficiencies
 Simplify processes
 Increase organizational information sharing
 Create operational structure
 Reduced risk to confidential information that could be accessed on company intranet
 Driving cross-functionality between all contractual or third party service providers eg agents, distributors, marketing agencies,
 Reduce carbon footprint and paper usage

8. My Core functions are to Plan, Organize, Direct, Lead, Control, as well as the management of staff in order to implement the Company strategy,
procedures and management concepts of the business, so that it delivers on the company’s future vision and objective. This required real-time
decision making, and excellent customer understanding. The five key functions as NKAM is to ensure that my customers, and teams perform as a
cohesive unit fully aligned to the smooth running of the business, and this had to be done at an expert level, due to the competitive nature of the
Industry, the ever changing Liquor landscape, as well as our Annual operating income commitments to our shareholders. Ongoing analysis needs to
be done, in order to track, measure and evaluate the progress of the developed business plan, against the set objectives. Internal and external
factors needed to be managed and strategy to counter any deviations needs to be developed, negotiated with customers, implemented,
communicated to all teams, executed and then measured and evaluated to ensure optimum ROI's are achieved and that course deviations have
been corrected. In conjunction to all this, development, management and execution of staff performance, capability and skills needs to be
managed, keeping the individual's needs in mind, whilst ensuring that the company's value systems are maintained. Compliance and policy
enforcement is also crucial.
Retail customer base
Develop collaborative customer partnerships and strategies
Management of my targets
Communicate, Develop and Motivate sales teams behind clear, simple and powerful customer strategies.
Develop, Manage and retain end-to-end relationships via a cross functional network within company and the
customer base
Develop, build, manage, and control the highest standards of execution for all specified channels.
Accrue , develop, and apply facts and data, driving excellence in planning, decision making and performance
measurement and taking corrective action as required.
ake ownership of gaining all market trend, competitor environment and industry knowledge
Contribute to shopper and category insight, resulting in powerful and breakthrough category strategies
Develop and co-ordinate tailored brand activity by channel and major customer.
Nielsen, SAP, and BMI interpretation and development of corrective action plans.
Develop accurate forecasting through demand planning resource and communicate to the business
Monitoring, evaluating and advising on Brand/Customer volume, trends and dynamics.
Create, develop and own strategic and account plans
National Key Account Manager Retail - brandhouse PTY LTD Nov2011 - July 2013

9. Business Development Manager - Brandhouse PTY LTD : Jan 2011 - Nov 2011 Promoted
Duty Free market : Improved operating systems needed to be development and implementation, due to the huge potential risks of
Cross border trading, the multiple supply streams of goods into the country, the risk of stock ending in the Domestic markets as well as
the prevention of counterfeit stock. Control measures were designed to ensure a more disciplined, measurable, and controlled trading
platform could be designed that would, minimize risk, delivery the commercial objectives of the business, whilst managing the
complexities of the trading environment and customer commitments. These where consistently measured, evaluated and refined to
ensure compliance. This was accomplished by the formulation of an international cross functional team, consisting of various country
representative, to lead the management potential risks. Pricing was negotiated, and regular trade visits to customers were made in
order to deliver optimum services levels and customer relationships
VAT69: I took full ownership of the brand upon joining, which required regular trade visits, order and shipment negotiations, as well as the
monitoring of product phasing in the various customer outlets with the objective to ensure optimum stock levels are maintained and
controlled. Co-operative marketing and promotional ventures were planned, proposed, negotiated, and implemented in order to
deliver the required ROI. Sales reports and accurate analysis were compiled, and these where used in quarterly performance review
discussions with these Key accounts. These accounts where limited to those with Bond warehouses only, due to the supply channel used
in the past. (Tops, Makro, Picardi Rebel, Ultra liquors ext)
Business Development and Innovation: Utilizing data, in conjunction with market, category, competitor knowledge, current changing
economic environment, our current limitations, potential impact on current customer base, as well as current consumer trends, I
identified a gap and realized that it was time to evolve and change the supply process in order to increase bottom-line. Further
research was carry out using the current market penetration as an indicator. I build the Innovation model incorporating, additional
warehousing costs, logistical costs, COG's, impact on the other brand in the category, market analysis, value chain, current sales,
profits, trading term costs, and various other additional costs of sales I then determined what the breakeven point will be and what the
impact of increased distribution will have on the product, volume and the bottom-line profit. Risks needed to be measured and
compared to the final outcomes. This was then translated into the required proposal document, and presented to the exec team, and
subsequently implemented. Further negotiations and support was planned, developed and implement to ensure that we incorporate
the pull through of current stock in trade, and so set up a fast start to the commercial plan. Taking full ownership of the Innovation
project, leading it through the needed Gate process and seeing it to completion.
In this role I also performed the duties as per the Retail customer base section in previous slide.

10. Business Development Manager Makro April 07 - Dec 10 Reason for leaving: Head-hunted
• Setting up of company's external sales division
• Managing, evaluating, and training of sales staff and sales tools needed, and achieve all sales targets
• Formulation and implementation of customer needs analysis systems
• Managing and utilization of CRM systems and reporting (customer performances, Departments, and sales rep performances)
• Managing all sales and sales development strategies, and run all sales meetings
• Formulation and negotiation of sales initiatives with buyers
• Managing all products portfolio's from Food to multi-media
• HO reports and feedback regarding CRO activity
• Implementation of new systems of procedure regarding the CRO sales division
• Managing and oversight of in-store marketing activities, eg Broadsheets, bunting and so on.
• Utilizing data, and research to develop sales strategies that delivers optimum ROI, and best use of resources
• Conduct research on media effectiveness
• Develop Sales KPI's and measurement of performances, and manage staff adherence to Policy and Procedures
• Identify new business opportunities, grow low and no demand categories, re-activate dormant accounts and categories
• Continuously provide feedback and coaching to ensure that the staff members performs at optimum productivity level
• Compile Management Reporting, weekly reporting, CRM packs, Sales reports, strategy development reports, executive reports
• Business Analysis- CRM - Ensure business reports needed is made available to the rest of the Business and communicated
• Innovation - Develop and implement control system, and development of BOSS sales development system
• Formulate draft control system, e.g. policies, procedures and processes, in accordance with the identified need/request
• Set-up meetings with the role players to discuss the roles and responsibilities and possible areas of cooperation, improvement and
conflict
• Obtain mutual agreement on the resolution of issues, meetings required and the delivery of inter-dependent output and results
• Oversee the listing of prices to customers, and promotional activities
• Manage a sales force of 7 and integrated support to other staff that has an impact on the full marketing activity, eg Data integrity,
telesales, reception and call center. Responsible for a 9 figure sales budget and have increased sales by 48% over last year.
• Manage and implement all national directed marketing activities regionally

11. MD PSA - PharmSales Agency : Oct 03 - March 07 Reason for leaving: Head-hunted
Managing sales for 5 different companies into the retail pharmacy markets
Managing a large product portfolio, consisting of various product categories FMCG, Medicines, Fragrances, optometry, and health
products
Setting up the complete systems of procedure for the day to day running of the company
Managing all marketing and merchandising activities of the company
New market development
Full reporting to MD's and CEO's of the various companies
Risk management identifying, assessing, monitoring and Controlling of Risk or Threats
Initiating, Oversee Projects Planning, Allot Tasks Executing, Manage Resources, communication
Handle different functions right from strategic planning, and organizing, to looking into minute details
Developing, structuring, implementing and managing effective supply system that delivers in a timely manner
Increased companies product portfolio's
Rhino Riders Safari – St Maarten Caribbean March 2002 - Sept 2003 Sabbatical
Working in the Caribbean on a family boat for 12 months.
Regional Sales Manager - Smith n Nephew - June 01 - Feb 02 Left to take a Sabbatical
Managing of sales force into Pharmacy, GP, Private nurse practitioner and Specialist portfolio's
Managing of contracted independent sales agents and merchandisers
Company Analysis, Industry Analysis, Customer Analysis, Competitive Analysis, Salesops Strategies, Clear / precise team
communication
Managerial co - travel with sales force
Pricing structure management to Customer categories
Drafting of reports to management
Quarterly strategy and evaluation presentations to MD and executive board members.
Manage a sales force of 13, and admin staff (3) and 6 merchandisers
Formulated the needed business proposals, research proposals, or a funding proposals.
Planning and more importantly getting everyone to stick to the plan and complete it
CHC Division was in negative growth for 3 years and I managed to turn it around in 4 months

12. Setting up of entire branch
Evaluate, direct and select the process, resources, methods, technology, budget
Overhead cost management
Implemented inventory control methods to ensure minimize wastage, consistence stock on hand, Stock rotation, protect the inventory
from damage, loss and theft and financial records including stock hand and price files.
Manage inventory values and parameters to optimize cash flow and cost of carrying excess stock, whilst minimizing loss in income due
to out of stocks (cost saving and at a perfect timing).
Managing complete logistical portfolio
Managing of warehousing and stock control
Establishment of cost management standards, and set targets for staff to achieve, implement corrective procedures to create
realignment between actual and budgeted costs
Responsible for measuring whether the day-to-day short-term activities were aligned with the long term vision and goals and for
monitoring progress with the current strategies.
Calculate branches financial needs and budgets set up control measures to adhere. Create safety net for unexpected costs, salaries,
running cost management
Sales development strategy implementation and evaluation
Manage and develop a 7 teams sales force, plus 8 admin staff
Started with absolutely nothing, had the passion, goal and vision to build and coordinate the best team in the business
Initiating, Oversee Projects Planning, Allot Tasks Executing, Manage Resources, communication
Set up, manage and oversee - cost centers, purchase, production, administration, sales and marketing, distribution, etc.
Ensured that my branch became the most profitable branch in the country
Build branch into a multi - million rand company - Ensured that my branch became the most profitable branch in the country
Branch Manager - Amino Research Jan 96 - April 01 Reason for Leaving - Moved to JHB
Division Manager - Pharmarama 1992 – 1996 Reason for Leaving – Head Hunted
Accomplishment - Innovation new department - Set up Sports Nutritional Division
Seeing Suppliers, managing stocks, sales, promotions and Merchandising
Setting up and adhering to sales targets
Managing of staff compliment of 25 staff members and running of end of day and financials - and cash-ups
Assistance in the Dispensary, managing prescriptions up to schedule 5
Customer relations management and customer care.
Formulate the needed business proposals, research proposals, or a funding proposals.
Managed to increase sales in division by more than 400% per annum.

13. Projects
VAT69 National Listing August 2011 – November 2011
Innovation VAT69 - Project Managing Innovation, Supply, Customer Marketing, Value Chain, Commercial, Finance and A&P
Freedom to lead - Project leader October 2011 – December 2012 Increasing commitments, and avenues to lead the Key accounts agenda
Cross functional and Administration Agenda January 2012 – June 2012
Streamlining reporting and improving cross functional department interaction and synergy
Duty Free Supply Channel January 2012 – August 2012 Review, evaluate and implement new supply channel
Andrew
Harrison -
Brandhouse
•0836361313
Lisa Mclean
-Brandhouse •0828863362
Paul
Reynolds-
Makro
•0824181607
Kevin Thrash
-
Brandhouse
References
• 0828082324
Lisa McLean
Channel Manager Grocers – Reported
directly to her
Paul Reynolds
National Sales Manager -Lateral report
to Paul
Kevin Thrash
Category Manager Brandhouse –
Worked cross functionally together
Andrew Harrison
Channel Manager – Reported directly
to him

14. Recommendations
Commercial Planning & Activation Manager: Beer & FAB's at Brandhouse Beverages (Pty) Ltd
July 5, 2013, Shawn worked directly with Jacques at Brandhouse - Diageo
I have worked with Jacques in his capacity as National Key Account Manager for around 3 years. In that time i
have found him to be professional, dedicated and passionate about his role and the responsibility he has to the
business. I have no doubt that he has a long successful career ahead of him.
Commercial Director at Brandhouse - Ken Allan
I had the privilege of working with Jacques for 2+ years at brandhouse. He played a major part int development of our secondary
whisky portfolio, and with our full range in the Duty Free channel, beofre assuming responsuilbility for some of our retail liquor
chains. Jacques always has a positive attitude, and was highly thought of by his customers
July 5, 2013, Ken managed Jacques indirectly at Brandhouse - Diageo
Channel Manager Grocers at Brandhouse Beverages (Pty) Ltd - Lisa McLean
Jacques has been working in Key accounts since 2011. He has managed both various off trade accounts as well
as Duty free accounts across both beer and spirits portfolios. Jacques is an analytical person who enjoys working
on financial aspects of the accounts as well as operations. He is a forward thinker by nature who likes to explore
various ways of taking on tasks and looks at creative opportunities to perform tasks. Jacques has excellent
computer literacy skills which he has used to devise various templates and new ways of working. Jacques is an
open person who interacts well with his colleagues and peers as well as customers. Jacques is always very
respectful of others and conducts all his dealings internally and externally in a dignified manner
July 4, 2013, Lisa managed Jacques at Brandhouse - Diageo
Commercial Business Professional - Andrew Harrison
Jacques has played a key role in the success of the Retail Key Account channel. His
commitment,passion,dedication and hard work have been exemplary at all times.In addition to this is a strong
sense of values that comes through in terms of how he approaches any work challenges..
October 5, 2012, Andrew managed Jacques at diageo - Brandhouse
Co-Founder at Next Generation Beverage Group - Prem Naidoo
Jacques builds strong relationships and applies his analytical skills to deliver excellent results.His urgency in
motivating a shift in thinking drives effective application of scarce resources.He is an asset to any business.
October 4, 2012, Prem worked directly with Jacques at diageo - Brandhouse

15. Recommendations
Sales Manager at Brandhouse Beverages (Pty) Ltd - Bryan Fouche
Jacques is a team player with great communication skills. He is task and detail orientated and his abillity to align departments
to adress opportunities is his biggest strengh. He is clear on deliverables and actions to adress these. He has build great
relations with collegues and customers through his integrity in word and deed.
July 16, 2013, Bryan worked directly with Jacques at Brandhouse PTY LTD - Diageo
Jacques have made a big contribution to the growth of the Key Account business whilst employed at Brandhouse. He has
consistently delivered great performance and has built strong relationships with his customers. He has also shown a keen
interest in Innovation and has played a fundemental role in supporting on various projects. I would strongly recommend Jacques
for a Key Account Role
Senior Innovation Commercialisation Manager - Shane Allchin
July 17, 2013, Shane managed Jacques indirectly at Brandhouse PTY LTD - Diageo
May 25, 2012, Anita worked directly with Jacques at diageo - Brandhouse
Business Development and Innovations Manager at South African Breweries- Dries van der Sandt
Jacques is a driven individual and a strong work ethic. What I like about Jacques is the fact that he is "solution driven", all
backed by a "Can Do” attitude. Jacques has the amazing ability to connect and build relationships with stakeholders across all
levels, both internally and externally and uses this to ensure that enduring partnerships are created and maintained –
partnerships that will be mutual beneficial to all parties.
As a manager and leader, Jacques is not an individual that is constraint by "current thinking” or ways of working but has the
ability to search beyond the obvious which allows him to explore and share alternative thinking/ options in pursue of the desired
outcomes.less
Category Manager at Brandhouse Beverages (Pty) Ltd - Anita Naidoo
Jacques and I work on the Midmar account. Jacques has an amazingly creative mind and together we have developed amazing
solutions for the whisky category at the Point or Purchase. A very results oriented individual who strives for out of the box
thinking. Very stong in generating creative ideas and solutions.
May 1, 2012, Dries worked directly with Jacques at Brandhouse beverages
Key Accounts Credit Control Manager at brandhouse - Renee-Michelle Brits
Jacques is focused on achieving results. He is professional, organized and will go to great lengths to deliver set targets, thinking
outside the box to find solutions if there are challenges. He builds strong, positive relationships, ensuring that all business
partners are informed and working towards the same goal. While he is a team player, he takes accountability and ownership for
desired outcomes. He is an asset to any team.less
September 7, 2011, Renee Michelle worked with Jacques at Brandhouse beverages