Vinyl record collector
Moagi Desmond Mohapi
Commercial Director
Johannesburg,Gauteng
Summary
Personable and strategic thinker with a proven ability to drive business growth and establish strong partnerships. Deep understanding of market trends and revenue optimization. Committed to achieving substantial impact through innovative strategies and collaborative leadership. Goal is to leverage skills and insights to contribute to the success of an organization, while continuously seeking opportunities for professional growth and development.
Overview
22
22
years of professional experience
10
10
years of post-secondary education
Work History
Commercial Director
Diageo Southern Africa
Johannesburg
07.2023 - Current
- Leading the Diageo Southern Africa commercial organisation to deliver topline, bottom line and market share growth within the territories the teams operate in.
- Understanding the commercial opportunity: Translates the Diageo Purpose & Performance Ambition into local strategy, making bold strategic choices that support both long- and short-term performance.
- Embedding and leading a performance culture: Creating & leading the rhythm required to plan and manage commercial performance with deep discipline and rigour.
- Obsessed with winning commercially through trade strategy & plan execution.
- Net Revenue Management: Leads the NRM agenda in the market to maximize return using the 5 levers of Trade Investment, Pack Formats, Headline Pricing, Portfolio Mix & Promo effectiveness.
- Reputation & Governance: Builds & role models the culture of compliance and ethics.
- People and culture: Creating a culture of deep personal accountability & provides context for all in the commercial organisation to perform.
- Trade relationships and winning through partnerships: voice of customer central to all things commercial from strategy to execution to ensure the triple win between customer, consumer and Diageo.
- Key Skills: Strong people leadership and a passion develop others and self, Ability to understand, formulate and execute strategy, Entrepreneurial sense of doing business, Strong analytical and quantitative skills, Strong work ethic and a team player (don't mind heavy lifting), Self-starter, self-motivated and driven, Good communicator and presenter.
Project - Salesforce and Route to Market Transformation Lead
Diageo South Africa
Johannesburg
10.2022 - 06.2023
- Assigned project lead to deliver a new salesforce and competitive route to market model in order for Diageo South Africa to regain its market leadership position in spirits.
- Build a 'best in class' spirits sales organization – insourced vs outsourced.
- Design a completely new sales operational model with the right partner/agent in place to deliver it.
- Drive commercial competitiveness through more cost efficiency, effectiveness & value.
- Lead the design of the most effective Route to Market model with the right distribution partner to deliver it.
- Reason for vacating position: Promotion
Head of Customer Marketing
Diageo South Africa
Johannesburg
07.2021 - 10.2022
- Responsible for orchestrating and delivering the annual activation calendar.
- Leads the vision for long term Category Growth Strategy across the business.
- Responsible for unlocking shopper understanding & insight to create timebound activities/assets aligned to the Category Growth Strategy, Trade Strategy and brand positioning.
- Own and lead the Integrated Business Planning (IBP) and cycle brief process to assure communication and tools are on time for the customer teams – Category, Portfolio, Trade, Commercial Planning Strategies.
- Leads a team of customer planning & activations leads; category & customer data; category development; and innovations commercialisation managers.
- RGM partnership to deliver mix improvement plans through trading terms for Channel Heads and their account teams.
- Assure Perfect execution of the plans and commercial fundamentals.
- Joint Value Creation agenda with top customers (Massmart, Shoprite/Checkers, PnP, SPAR, Robinson Group).
- Develop a Trade Strategy that maximizes Sell-Out and assure a 'best in class' in store presence to influence the Customer/Channel shoppers in the different relevant occasions.
- Own the In-Store and the Shopping Experience transformation by delivering an outstanding experience to shoppers and consumers for Spirit categories that can bring category expansion and growth.
- Drive productivity by embedding and developing an M&E (measurement and evaluation) culture to maximize ROI of the entire commercial funds.
- Lead the category and channel CMO team capabilities to transform the business and the relationship with top customers.
- Develop future CMO talent for the country and region.
- Co-Lead the RTM transformation together with customer teams by assuring quality coverage of the different point of sales across the market using RTM as a competitive advantage.
- Reason for vacating position: Secondment
Head of Route to Market Channel – Wholesale and Distributors
Diageo South Africa
Johannesburg
02.2020 - 06.2021
- Lead, develop and coach a highly effective channel team of account managers to execute commercial activities and sell a Diageo Portfolio of brands through Wholesalers and Distributors which account for 53% of Diageo's SA business.
- Manage National Key Accounts such as Massmart, Ultra, United Distributors and other Strategic Independent RTM Partners across SA and including Botswana, Lesotho, Namibia and Swaziland.
- Lead key accounts team – corporate & independent accounts.
- Develop and implement channel strategy linked to broader commercial and trade strategy.
- Channel P&L management and ownership.
- Drive volume, value and market share growth through RTM Partners across 5 countries.
- Manage and monitor commercial strategy and execution within the channel.
- Drive channel activity through the commercial team, with a measurement and evaluation discipline.
- Drive net revenue management principles – Headline pricing, promo effectiveness, formats and mix management.
- Negotiate trade terms.
- Drive compliance and adherence to critical CARM and GAR policies.
- Lead and develop a talent pipeline within the commercial teams.
- Drive the Diageo culture and people engagement within the channel team.
- Reason for vacating position: Promotion
Head of Distributor Markets
Diageo South Africa
Johannesburg
08.2018 - 02.2020
- Lead, develop and coach a highly effective channel team of account managers to execute commercial activities and sell a Diageo Portfolio of brands through Distributors.
- Manage 4 countries (Botswana, Lesotho, Namibia and Swaziland) in the channel portfolio including Duty Free customers to deliver value growth for Diageo whilst also driving the simplification agenda through Geographic Distributor networks.
- Channel P&L ownership.
- Drive volume, value and market share growth through SA Distributor channels.
- Manage and monitor commercial strategy and execution within the channel.
- Drive channel activity through the team.
- Drive net revenue management principles.
- Negotiate trade terms.
- Drive compliance and develop policies enhance critical CARM and GAR policies.
- Lead and develop talent.
- Reason for vacating position: Promotion
Divisional Sales Manager
Diageo South Africa
Johannesburg
04.2017 - 07.2018
- Lead, develop and coach a highly effective sales team to execute commercial activities and sell a Diageo Portfolio of brands via a complex Route-To-Market.
- Influence business strategies and plans to leverage the division's unique dynamics, outperforming the competition and growing market share in both value and volume in the On-Trade and Main Market.
- Lead the commercial strategy for the region, leading the direct sales team, the third party sales team and relevant cross-functional teams.
- Deliver the Divisional On-Trade and Main Market Plans (Financials; Share of Market; Net Revenue Management).
- Actively contribute to the overall strategy and decision-making process.
- Motivate the sales organisation behind a clear, simple and powerful trade strategy, engendering strong and supportive trade relationships at senior and industry level.
- Drive the highest standards of execution throughout the region.
- Generate insights, from relevant facts driving to excellence in planning, decision making and performance measurement, taking corrective action as required.
- Contribute to, shopper and category insight, resulting in powerful and breakthrough strategies that motivate the team to exceed goals.
- Recruit, develop, retain, lead and motivate the Sales team to ensure superb execution of company plans.
- Develop strong relationships with key Redistributors, Main Market, On Trade customers.
- Full ownership of trade universe optimisation through management of territory resources and people to best service the region.
- Reason for vacating position: Promotion
Cold Strategy Manager
S.A.B
06.2015 - 02.2017
- Responsible to lead the SABMiller Cold Agenda in South Africa from Capability, Capacity, Quality and Maintenance in order to ensure that every consumer experiences all our products at the most optimal serving temperature.
- Defining a strategy that supports the increased availability of cold beer.
- Developing a 3-5 year investment plan that supports cold beer availability.
- Developing a framework for managing outlet & volume cold coverage.
- The effectiveness of capital investment through the procurement of relevant 'cooler capacity' whilst maintaining sufficient cooling capacity in each outlet.
- The development of a 'Cold Strategy' that supports a new and innovative approach to cold availability, cold capability and usage behaviours both within SAB, with its customers and its suppliers.
- Providing direction & guidance on the development of best operating practices for cooler management, based on relevant beverage benchmarking.
- Effective management of outsourced cooling services, supplier relationships and Service level agreements.
- Driving pace of execution across the business.
- Reason for vacating position: Voluntary Separation
Global Brands Market Development Manager
S.A.B
09.2013 - 06.2015
- esponsible to grow Global Brands in key consumer pathways through effective management and development of a Global Brand Market Development team; functioning as a support lever between sales and brand marketing across 3 Global Brands to increase premium share through effective activity execution, measurement and reporting to key business stakeholders.
Global Brands Pathway Manager
S.A.B
08.2012 - 09.2013
- Responsible to develop unique and engaging consumer experiences that resonate with the target consumer by communicating and engaging with the consumer in a manner that brings the brand to life and positively impacts business results, while managing the regional trade marketing interface through a team of brand ambassadors.
Sales Manager
S.A.B
02.2008 - 02.2011
- Leading a highly effective team of account managers and team leaders to drive volume growth, market share gains and brand building in the Formal On-Premise and Main Markets of the West Rand of Gauteng and then later Johannesburg Central.
Management Trainee - Sales
S.A.B
05.2007 - 01.2008
- Responsible for the execution of the team's sales plans in the trade, according to the required practices and ensuring the achievement of the teams key performance measures.
Sales Representative
S.A.B
04.2005 - 05.2007
- To implement a market driven differentiated service that builds sustainable competitiveness within clearly identified channels which delivers sustainable growth in brand equity, sales volume, market share, competitive advantage and corporate reputation.
Student Brand Manager: Axe Deodorant
Student Village: Unilever Account
01.2003 - 12.2004
Education
High School -
Potchefstroom High School For Boys
Potchefstroom, Northwest Province 01.1995 - 11.1999
Management Development Programme -
Gordon Institute of Business Science
Johannesburg 01.2015 - 12.2015
B Com - Marketing and Management Science
Institute of Marketing Management
Johannesburg 01.2017 - 11.2019
Accelerated Leadership Development Programme -
Gordon Institute of Business Science
Johannesburg 01.2018 - 12.2018
Skills
- Leadership development
- Commitment to development
- Leadership development
Sales management
Pricing strategy
Team building
Presentations
Competitor analysis
Forecasting
Education Details
Potchefstroom High School for Boys, 45 Beyers Naude Street, Potchefstroom, Northwest Province, Institute of Marketing Management, B Com Marketing and Management Science, Gordon Institute of Business Science, Management Development Programme, 2015, Accelerated Leadership Dev. Programme, 2018
Personal And Career Highlights
- Western Transvaal soccer u/17 colours
- Head of Hostel: Buxton House 1999
- Leopards Rugby Craven Week 1999 and U/19 colours
- Gauteng Lions Rugby u/19 and u/21 Currie Cup Champions: 2000 & 2002
- S.A.B Sales Silver Awards: 2006 & 2007
- S.A.B Sales Gold Awards: 2006 & 2007
- MD's Award for Sales Team of the year in South Africa – 2007
- Best in class Cold Strategy development and implementation for SABMiller – 2016/7
- Diageo Pride of Africa Awards – Simplification Project Winners 2019
- Diageo Leadership values awards x 3 Winner 2021/2022
Nickname
Des
Ethnic Group
Black
Health
Excellent
Disabilities
None
Contact Details - Phone
082 924 2049
Personal Information
- Criminal Offences: None
- Date of Birth: 03/29/82
- Gender: Male
- Nationality: South African
- Driving License: Yes
- Marital Status: Married
Interests
Sports fanatic (Rugby, Football, Formula 1
Timeline
Commercial Director
Diageo Southern Africa
07.2023 - Current
Project - Salesforce and Route to Market Transformation Lead
Diageo South Africa
10.2022 - 06.2023
Head of Customer Marketing
Diageo South Africa
07.2021 - 10.2022
Head of Route to Market Channel – Wholesale and Distributors
Diageo South Africa
02.2020 - 06.2021
Head of Distributor Markets
Diageo South Africa
08.2018 - 02.2020
Accelerated Leadership Development Programme -
Gordon Institute of Business Science
01.2018 - 12.2018
Divisional Sales Manager
Diageo South Africa
04.2017 - 07.2018
B Com - Marketing and Management Science
Institute of Marketing Management
01.2017 - 11.2019
Cold Strategy Manager
S.A.B
06.2015 - 02.2017
Management Development Programme -
Gordon Institute of Business Science
01.2015 - 12.2015
Global Brands Market Development Manager
S.A.B
09.2013 - 06.2015
Global Brands Pathway Manager
S.A.B
08.2012 - 09.2013
Sales Manager
S.A.B
02.2008 - 02.2011
Management Trainee - Sales
S.A.B
05.2007 - 01.2008
Sales Representative
S.A.B
04.2005 - 05.2007
Student Brand Manager: Axe Deodorant
Student Village: Unilever Account
01.2003 - 12.2004
High School -
Potchefstroom High School For Boys
01.1995 - 11.1999
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