Justine Clow

Justine Clow
Studies at:
The George Washington University School of Business (GWSB)
Location in:
Washington D.C. Metro Area, United States

Justines connections

Currently

Studies at:
The George Washington University School of Business (GWSB)
Location in:
Washington D.C. Metro Area, United States

Bio

Marketing and Sales professional with 8+ years’ experience in leading global fast-moving consumer goods organizations, managing and leading high-impact multi-disciplined teams to multiple award winning successes.

Specialties:
Brand Activation
Marketing Management
Sales management
Customer development
Retail marketing
Business development
Project Management

Justine speaks

  • Afrikaans
  • French

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Work

2014 – present

Graduate Assistant- Graduate Programs Admissions

The George Washington University School of Business (GWSB)
2014 – present

GMBA candidate 2016 | MBA Association President

The George Washington University School of Business (GWSB)
2013 – 2014
(Aug – Aug)

Brand Activation & Shopper Development Manager, South Central Africa

Colgate Palmolive
  • Brand Activation & Project Management:
  • • Develop and manage local and regional marketing plans for seven (7) territories with an annual marketing budget of $3.5M; applying expertise and insight on local consumer, trade and the retail environment dynamics.
  • • Manage the alignment of consumer marketing activities (brand marketing) with the Customer Development Team (CDT) sales plans, leveraging activity to grow in-market-sales in line with sales objectives and revenue targets.
  • • Source and manage 3rd party activation agencies in all regions. Developed robust project management processes in collaboration with agencies to ensure excellence in campaign planning, execution and campaign analysis reporting.
  • • Negotiate with the media houses and coordination of local media sourcing, procurement and management, in line with marketing strategies and country-specific requirements.
  • • Develop Go-to-Market strategies for seven (7) highly distinct territories for key product launches. Engage in global launch of a new product in East-west Africa projected to yield $1.4M in annual revenue and 1.5% market share.
  • • Develop project management tools integrating all cross functional processes for new product development, line-extension, and promotional tracking/reporting. Significant improvement achieved in alignment, transparency and communication between marketing and customer development teams yielding cost reductions and improved time to market.
2011 – 2013

Sales Manager Formal On Premise

South African Breweries
  • Leadership
  • • Managed sales team of seven (7) account managers, servicing 700+ customers in strategic economic heartland of South Africa in addition to coordination of multi-disciplinary teams within brand management, trade marketing, channel management, operations, and key-customer management teams.
  • Sales Strategy Planning and Execution
  • • Pioneered 3-tier distribution strategy resulting in redistributor share growth of 7.6%, volume growth of 7.9%, increase in market penetration of 15% and decreased costs by 22% within direct store distribution.
  • • Developed extensive knowledge and superior understanding of performing value chain analysis from production to customer service.
  • • Developed go-to-market strategy for a highly competitive territory
  • • Advocated with senior leadership to secure $350K (USD) in start-up funds critical to launching an innovative tactical marketing strategy that was substantiated through rigorous business cases analysis.
  • Customer Service and Development
  • • Grew ‘service quality’ differentiation between direct competitor from 22% to 27% (12% higher than national average) despite major investments of competitors in sales and distribution penetration.
  • • Achieved 1st Place in national ‘customer development draught beer programme’ – Leader in market share (15% growth), volume growth (13%), and customer education and draught execution levels (20% increase). Superior execution of national draught strategy achieved a 76% share in draught footprint and 6% growth in overall volume.
  • Financial Management
  • • Managed market-facing and tactical funds of $400K (USD) per annum, including over 800 consumer promotions and 200 events, reaching over 130,000 consumers.
2011
(Feb – Sep)

Sales Team leader

South African Breweries
  • - Management of team of 3 Sales account managers
  • - Reporting to Sales Manager
  • - Development of Quarterly sales Plans for Johannesburg formal On-premise market.
  • - HR role includes conducting all One-on-one’s; Performance reviews; Career development discussions for Account managers; and IR practices.
  • - Performance management of account managers.
  • - Attended IR (industrial relations) and IMP (Integrated Management practices) training.
  • - Attended Team Leader academy in May 2011.
  • - Attended Class of trade/ channel training.
2008 – 2011

Merchandise Specialist

South African Breweries
  • Project Management
  • • Collaboratively managed a total $30M (USD) budget for 2010 FIFA World Cup Castle lager campaign for merchandise projects.
  • • Executed strong campaign that resulted in Castle Lager driving sales, from 15% decline to 5% growth during 2010.
  • • Developed and launched 15 merchandise promotions with 100% on-time delivery (50+ SKU’s).
  • • Managed merchandise development and implementation process from on-site inspection to 3rd party installation – over 500 outlets merchandised successfully.
  • Leadership
  • • Lead multi-disciplined team of five (5) representatives to develop innovative through-the-line merchandise in collaboration with brand teams, agencies, and sales force – established entirely new brand identity.
  • • Developed a “first of its kind” full in-trade execution guide for all classes of trade for use by sales teams. The purpose was to drive quality brand-aligned in-trade execution, resulting in increased consistency in below the line brand communication.
  • Process Optimization
  • • Merchandise supply chain process mapping and anchoring. This improved clarity of process and roles within the supply chain, and reduced time-to-market of merchandise developments by 15% and reduced average cost of merchandise by 5%.
2006 – 2008

Account manager - Sales

South African Breweries
  • Negotiation
  • • Successfully negotiated key product listings and increased draught penetration, achieving market share growth and increase in visibility of product in key accounts.
  • Key Account Management
  • • Awarded DUX award at Sales Academy for exemplary capability of in-trade execution and account management.
2005 – 2006
(Jul – Jul)

Assistant Brand Manager

Eli Lilly and Company
  • Brand Management
  • • Supported brand manager in developing customer development tools for the sales force.
  • Competitive Research
  • • Analysed competitor sales, industry and market forces within Women's Health sector to inform content of sales force tool development in addition to providing strategic recommendations for targeted sales efforts.

Work

2014 – present

Graduate Assistant- Graduate Programs Admissions

The George Washington University School of Business (GWSB)
2014 – present

GMBA candidate 2016 | MBA Association President

The George Washington University School of Business (GWSB)
2013 – 2014
(Aug – Aug)

Brand Activation & Shopper Development Manager, South Central Africa

Colgate Palmolive
  • Brand Activation & Project Management:
  • • Develop and manage local and regional marketing plans for seven (7) territories with an annual marketing budget of $3.5M; applying expertise and insight on local consumer, trade and the retail environment dynamics.
  • • Manage the alignment of consumer marketing activities (brand marketing) with the Customer Development Team (CDT) sales plans, leveraging activity to grow in-market-sales in line with sales objectives and revenue targets.
  • • Source and manage 3rd party activation agencies in all regions. Developed robust project management processes in collaboration with agencies to ensure excellence in campaign planning, execution and campaign analysis reporting.
  • • Negotiate with the media houses and coordination of local media sourcing, procurement and management, in line with marketing strategies and country-specific requirements.
  • • Develop Go-to-Market strategies for seven (7) highly distinct territories for key product launches. Engage in global launch of a new product in East-west Africa projected to yield $1.4M in annual revenue and 1.5% market share.
  • • Develop project management tools integrating all cross functional processes for new product development, line-extension, and promotional tracking/reporting. Significant improvement achieved in alignment, transparency and communication between marketing and customer development teams yielding cost reductions and improved time to market.
2011 – 2013

Sales Manager Formal On Premise

South African Breweries
  • Leadership
  • • Managed sales team of seven (7) account managers, servicing 700+ customers in strategic economic heartland of South Africa in addition to coordination of multi-disciplinary teams within brand management, trade marketing, channel management, operations, and key-customer management teams.
  • Sales Strategy Planning and Execution
  • • Pioneered 3-tier distribution strategy resulting in redistributor share growth of 7.6%, volume growth of 7.9%, increase in market penetration of 15% and decreased costs by 22% within direct store distribution.
  • • Developed extensive knowledge and superior understanding of performing value chain analysis from production to customer service.
  • • Developed go-to-market strategy for a highly competitive territory
  • • Advocated with senior leadership to secure $350K (USD) in start-up funds critical to launching an innovative tactical marketing strategy that was substantiated through rigorous business cases analysis.
  • Customer Service and Development
  • • Grew ‘service quality’ differentiation between direct competitor from 22% to 27% (12% higher than national average) despite major investments of competitors in sales and distribution penetration.
  • • Achieved 1st Place in national ‘customer development draught beer programme’ – Leader in market share (15% growth), volume growth (13%), and customer education and draught execution levels (20% increase). Superior execution of national draught strategy achieved a 76% share in draught footprint and 6% growth in overall volume.
  • Financial Management
  • • Managed market-facing and tactical funds of $400K (USD) per annum, including over 800 consumer promotions and 200 events, reaching over 130,000 consumers.
2011
(Feb – Sep)

Sales Team leader

South African Breweries
  • - Management of team of 3 Sales account managers
  • - Reporting to Sales Manager
  • - Development of Quarterly sales Plans for Johannesburg formal On-premise market.
  • - HR role includes conducting all One-on-one’s; Performance reviews; Career development discussions for Account managers; and IR practices.
  • - Performance management of account managers.
  • - Attended IR (industrial relations) and IMP (Integrated Management practices) training.
  • - Attended Team Leader academy in May 2011.
  • - Attended Class of trade/ channel training.
2008 – 2011

Merchandise Specialist

South African Breweries
  • Project Management
  • • Collaboratively managed a total $30M (USD) budget for 2010 FIFA World Cup Castle lager campaign for merchandise projects.
  • • Executed strong campaign that resulted in Castle Lager driving sales, from 15% decline to 5% growth during 2010.
  • • Developed and launched 15 merchandise promotions with 100% on-time delivery (50+ SKU’s).
  • • Managed merchandise development and implementation process from on-site inspection to 3rd party installation – over 500 outlets merchandised successfully.
  • Leadership
  • • Lead multi-disciplined team of five (5) representatives to develop innovative through-the-line merchandise in collaboration with brand teams, agencies, and sales force – established entirely new brand identity.
  • • Developed a “first of its kind” full in-trade execution guide for all classes of trade for use by sales teams. The purpose was to drive quality brand-aligned in-trade execution, resulting in increased consistency in below the line brand communication.
  • Process Optimization
  • • Merchandise supply chain process mapping and anchoring. This improved clarity of process and roles within the supply chain, and reduced time-to-market of merchandise developments by 15% and reduced average cost of merchandise by 5%.
2006 – 2008

Account manager - Sales

South African Breweries
  • Negotiation
  • • Successfully negotiated key product listings and increased draught penetration, achieving market share growth and increase in visibility of product in key accounts.
  • Key Account Management
  • • Awarded DUX award at Sales Academy for exemplary capability of in-trade execution and account management.
2005 – 2006
(Jul – Jul)

Assistant Brand Manager

Eli Lilly and Company
  • Brand Management
  • • Supported brand manager in developing customer development tools for the sales force.
  • Competitive Research
  • • Analysed competitor sales, industry and market forces within Women's Health sector to inform content of sales force tool development in addition to providing strategic recommendations for targeted sales efforts.

Clubs

Not a member of any clubs

Additional Info