Jacques Botha

CURRICULUM VITAE

http://za.linkedin.com/pub/jacques-botha/14/b86/858/

082 502 0914, Jacques.P.Botha@gmail.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

ProfileDriven, 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 FunctionsNational 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

Planning Organizing Administration CommunicationStaff Management, Motivation Coaching and Development Listening LeadershipStructure creation Good negotiation skills Decision making Service Level Management and KPI’sControl Data analysis Computer skills Problem solvingCustomer Centric Strategy development Brilliant execution Time managementBudget Management Forecasting Procurement DistributionBrand Building Negotiation & persuasion

skillsCustomer Marketing Supply Chain Management

Professional Strong work ethic Results driven TrustworthyResilient Passionate Mature LoyalPersistence Dynamic Adaptable CommitmentObservant Open-minded Goal orientated DependabilityApproachable Energetic Self-disciplined EfficientConsistency Success celebration Communicate all levels Team playerGo the extra mile Enthusiastic Respectful Willingness to helpImpartial Sense of humor Confident SpiritedHonest Responsible Sees beyond the now Intuitive

Skills

Attributes

CharacteristicsPassionate Decisive & Fair Highly Motivated Flexible AccountabilityResilient Fearless Creative Zoom Lens-Equipped Strong sense of ethics/integritySelf-Possessed Energetic Magnanimity Able to Sell Willingness to LearnBalanced Innovative Goal Driven Strong Networker Competitive spirit

Professional Networks

Member institute of Business Management FMCG Professional’s WorldwideFuture Trends Managers of spirits, Wine and drinksHeineken Employees Network SA MarketingShopper Insights to Action Key Account Management ForumSales and Marketing Professionals in Africa FMCG Global consumer goods innovators and specialist

Achievements

MD nomination 2011 MD nomination 2012VEO award - Values Award 2012 Business excellence award Makro 2010Top performer Nov 2011 - Star performance award 2011 - Sales initiative award - Brandhouse

Information Technology Skills

Microsoft Office - Excel, Word, Publisher, PowerPoint

Microsoft Outlook Internet explorersSAP CRM SAP Business Warehouse

Interests

Sailing Outdoor / NatureGardening TechnologyGym Internet Research / Blogging

Education

Additional coursesSales Impact 2001 Reverse Psychology Selling, Identifying buying signalsGAP Negotiations 2011 Effective negotiation skillsSelling with EDGE 2013 Motivational training to give competitive edgeCompetition Law 2012 Competition LawCompliance and Ethics 2013 Compliance and Ethics in the workplaceConsumer Protection Act 2012 Impact and contents of the consumer protection actTime Management 2001 Effect time management, and Priority settingPersonal Goal Setting 2013 Identification and development of goalsConcur Expensive management 2012 Travel and Business expense managementGlobal People Manager 2012 Strategy, and effective people management toolsStandards of Excellence 2012 Performance delivered at it bestSituation leadership 2012 Adaptability leadership skillsPersuasive Sell 2012 Leading the sale, Planning, and value of InformationBeing an Effective Communicator 2001 Listening skills

Diploma Dip.IBM In progress complete Nov 2013South African Institute of Business ManagementManagement : 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 SchoolSubjects English, Afrikaans, Mathematics, Science, Business Economics,

Biology

Career Briefs

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 baseDevelop collaborative customer partnerships and strategiesManagement 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 thecustomer baseDevelop, 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 performancemeasurement and taking corrective action as required.Take ownership of gaining all market trend, competitor environment and industry knowledgeContribute to shopper and category insight, resulting in powerful and breakthrough category strategiesDevelop 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 - Present

Business Development Manager - Brandhouse PTY LTD : Jan 2011 - Nov 2011 PromotedDuty 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.

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

MD PSA - PharmSales Agency : Oct 03 - March 07 Reason for leaving: Head-huntedManaging sales for 5 different companies into the retail pharmacy marketsManaging 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 companyManaging all marketing and merchandising activities of the companyNew market developmentFull reporting to MD's and CEO's of the various companiesRisk management identifying, assessing, monitoring and Controlling of Risk or ThreatsInitiating, Oversee Projects Planning, Allot Tasks Executing, Manage Resources, communicationHandle 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 communicationManagerial co - travel with sales forcePricing structure management to Customer categories

Drafting of reports to managementQuarterly 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

Setting up of entire branchEvaluate, direct and select the process, resources, methods, technology, budget Overhead cost managementImplemented 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 portfolioManaging of warehousing and stock controlEstablishment of cost management standards, and set targets for staff to achieve, implement corrective procedures to create realignment between actual and budgeted costsResponsible 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 managementSales development strategy implementation and evaluationManage and develop a 7 teams sales force, plus 8 admin staffStarted with absolutely nothing, had the passion, goal and vision to build and coordinate the best team in the businessInitiating, Oversee Projects Planning, Allot Tasks Executing, Manage Resources, communicationSet 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 countryBuild 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 HuntedAccomplishment - Innovation new department - Set up Sports Nutritional Division

Seeing Suppliers, managing stocks, sales, promotions and Merchandising

Setting up and adhering to sales targetsManaging 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.

ProjectsVAT69 National Listing August 2011 – November 2011Innovation VAT69 - Project Managing Innovation, Supply, Customer Marketing, Value Chain, Commercial, Finance and A&PFreedom to lead - Project leader October 2011 – December 2012 Increasing commitments, and avenues to lead the Key accounts agendaCross functional and Administration Agenda January 2012 – June 2012Streamlining reporting and improving cross functional department interaction and synergyDuty 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

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 - DiageoChannel 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 - DiageoCommercial 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 - BrandhouseCo-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

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 - BrandhouseBusiness 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 beveragesKey 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

Reference Letters

Performance Citation - Makro

Endorsements