Overall Responsibility: Guide Sales and Merchandising teams to provide market driven differentiated service that builds sustainable competitiveness within clearly identified segments achieving growth in volumes sold, growth in market share and increased competitiveness.
Focus Area 1
Sales Planning and Operational Execution
- Present an annual/quarterly sales plan that is supported by the budget and forecasted sales volumes
- Implement strategic and operational business plans for the Region/District to achieve targets
- Coordinate and optimize sales team schedules to ensure effective and consistent customer engagement, maintaining high standards of communication and service quality
- Ensure in trade merchandising excellence
- Adhere to administrative processes and procedures
- Ensure they operate within the budget guidelines for the Region/District
- Achieve set recommended trade selling prices by customer segment
Focus Area 2
Customer and Relationship Management
- Obtain knowledge of the current state of play in the region including competitor presence/relationships, customer needs/changes and consumer demographics and community sentiment
- Maintaining and grow relationships and accounts
- Provide excellent customers service by coaching the sales team and establish sound business relationships including the quarterly business reviews with the Top 20 customers in the region
Focus Area 3
Trade Marketing
- Implement all planned sales initiatives on time and in full including the implementation of national, regional and ad-hoc promotional activity
- Execute all national channel and critical account calendars as per plan.
- Provide input to the annual budget and sales initiative requirements
- Provide thorough measurement and evaluation feedback for initiatives as well as competitor activity
Focus Area 4
Leadership, People Management and Development
- Foster and reinforce a company culture that prioritizes quality, continuous improvement, employee retention and development, and a commitment to high performance
- Inspire and motivate the broader SHP team (not just your direct reports) to deliver on goals and maximize individual and the overall company performance
- Provide guidance and strategic direction to your team
- Oversee the recruitment, development, and performance management of your direct reports
Requirements of the Role
- Post-Matric Qualification in Sales/Marketing
- Minimum of 4 years’ experience in Sales/Marketing in an FMCG environment (beverage industry preferred)
- Proven track record of outstanding trade execution and leading teams to performance achievements
- Proven track record of strategic decision-making, negotiation skills and outperforming competitors in the market
- Willingness to go the extra-mile, perform effectively under pressure, and travel when required
Preferred Skills/Competencies
- Strong persuasiveness and exceptional selling skills
- Exceptional verbal ability and communication skills
- Relationship Building
- Commercial Acumen
- People Management
NB: Specific duties/responsibilities will vary from time to time: the above list is intended to indicate the general nature of the post and is not exhaustive. The post holder will be expected to be flexible in supporting the business by undertaking any other responsibilities which are aligned with this job level
