Institute of Marketing Management

South African Breweries (Underwritten by University of Cape Town)

University of the Witwatersrand

Institute of Marketing Managment

Jeppe High School for Boys

Independent Consultant

DGB (Pty) Ltd

Customer Marketing Executive - Spirits

Sales force execution (In field look of success, measurement and playbooks)

SmartSell Solutions

 Strategic Commercial Consultant

Launched a fully automated national reseller channel including tech platform, reward scheme and training
Managed inbound sales team driving sales conversion through calls, chats and emails
Managed strategic sales – large merchant (card present) and payment gateway acquisitions (card not present)
Piloted a national 3rd party field sales model
Formed inside and sales development teams
Managed key account retention and large merchant capital sales
Grew the strategic sales team, incorporating gateway orientation and lead generation partnerships
Built out detailed playbooks and best practice for sales teams

Yoco

Head of Sales and Channel Development

Worked across blue-chip organisations assisting with the development and implementation of:
BTL Integrated campaign planning and execution
Route to market effectiveness
Sales force execution (In field look of success, measurement and playbooks)
Sales force automation implementation 
Van sales automation

Strategic Commercial Consultant

Within the Sales and Distribution Division in the National Trade Marketing Department, the Trade Marketing Manager responsible for  Marketing Programmes Execution is assigned to: 

•	Lead SAB’s customer segmentation framework to ensure it unlocks value from targeting consumer occasions with a category strategy
•	Manage the integrated brand and channel fiscal calendar of activity and ensure content of the integrated calendar of marketing, innovation, competitor initiatives and channel activity is prioritised, communicated,flows on-time/in-full to the regions, is sold-in for maximum benefit and executed with continuously improving through-the-line effectiveness
•	Lead large strategic customer marketing projects that enhance SAB’s below the line (BTL) in market effectiveness
•	Develop in market execution standards and roll out national projects 
•	Manage the third party logistics of SAB’s in-house warehouse that coordinates and delivers all marketing materials for SAB’s integrated fiscal brand calendar
Key tasks include:
•	Lead the development of a customer segmentation framework that unlocks SAB’s growth agenda
•	Lead and redesign cross-functional management routines to ensure that SAB’s full portfolio of through-the-line campaigns are delivered on time and in full 
•	Management of a Project Process team, third party logistics supplier, Sales Support and In-market merchandising function 
•	Developed F14 strategies for experiential events and eventing
•	Developed F11to F14 selling strategies and coordinated execution efforts to achieve intended results

Anheuser-Busch InBev

National Trade Marketing Manager (Programme Execution)

•	Implement the demand creation process to translate 5 year strategy into local annual operating plans and reinforce management routines to ensure results are delivered with brand, channel and geographic precision
•	Interface with brand and trade marketing to ensure coordination of the integrated planning process that results in improved retail look, brand building through activation and properly framed consumer experiences and programming for increased competitiveness and category growth
•	Coordinate successful execution of each selling season (or quarter), define and agree sales priorities through 6-weekly Brand/Region GM meetings 
•	Motivate and prepare the sales force by establishing superior sales force motivation, while equipping the sales force with the tools to add greater value to their customers
•	Sustain SAB’s momentum and surprise competition by continuously searching the market for signs of competitive traction, and adapting plans to challenge
Key tasks included:
•	Overall accountability for the successful roll-out and management of the demand creation process
•	Ensuring proper preparation of inputs for decision support throughout the planning process with well-prepared planning direction and market insight
•	Designing meetings and workshops with appropriate preparation to consistently produce required outputs, learning and alignment
•	Facilitating portfolio choices amongst brands, channel, and competitor initiatives 
•	Create integrated calendars and program milestones to manage on-going pacing of brand plans
•	Sales capability developed and national business priorities defined (Selling and “go to market strategies”)

South African Breweries

Enterprise Marketing Leader

Member of the Egoli Executive Committee, a regional executive team accountable for the effective execution of the business plan in the most competitive region in the South African Breweries business.

Key tasks included:
•	Development and enhancement of the sales strategy
•	Key performance indicators alignment, target setting and tracking
•	Monitoring of clear performance objectives for sales managers to ensure that objectives are achieved through training and developing a professional, highly skilled and motivated team of Sales Managers and Team Leaders
•	Effective management of assets and retail strategy execution
•	Identifying and rolling out regional and company best practices across sales

Sales Development Manager

•Interpreting regional marketing plans and develop sales plans for the effective sales team execution;
•Conducting a sales territory market potential study to identify opportunities for volume, market share growth.  Development of plans designed to take advantage of identified opportunities;
•Effectively manage sales team and resource allocation to achieve volume, market share and profit objectives;
•Lead team in accordance with performance management principles.

Duncan Ikin