Job Purpose

Maximises sales potential and profitability through the implementation of the sales plan by the sales team for the allocated area or market channel and the development of strong customer relationships.

Key Duties and Responsibilities

Job Scope and Context

Team, ChannelBased on the road, with travel to regional locationsTarget driven, able to work independently, pressured environment

Sales and growth in market share are increased through targeted sales activities

Contribute and implement the sales strategy

Forward share agreement formulated and executedAdditional forward share opportunities identified and implementedProduct availability/ distribution targets implementedMerchandising standards are maintainedFloor displays are as per agreements

Implement the sales plan

Long- and short-term plans implemented in consultation with the General ManagerTargets set in consultation with the General Sales ManagerSales calls/ areas allocated to the teamLeads and sales opportunities are followed up to obtain new listings and salesDocumentation required for the opening of new accounts collatedPlans are reviewed and adjusted depending on the market environmentPricing is managed as per PRSA brand strategiesPromotions implementedTargets are met by sales staff according to the weekly planCalling cycles and display list updated on a weekly basisSales targets and distribution coverage is achievedIncreased sales volumes negotiated within allocated area or market channelMarket share increased in line with company strategyGross margins maintained through the management of deals and discountsBusiness plans with customers implementedPlans implemented within agreed budget parametersCustomer queries and problems resolved

Manage re- distributors

Monthly plans submitted and implemented according to agreed timelines.Monthly plans include distributional, promotional and sales targetsPromotional cycles managedSales, distribution and pricing data shared

Monitor sales performance

Effective sales meetings with agendas and deliverables conductedPlans are reviewed and adjusted depending on the market environmentSales rep targets are set and metPrescribed templates are used for calls and sales reportsCalls and sales volumes recorded on standard daily working sheets and PDAWeekly and monthly sales and ad hoc promotions reports submitted on time according to agreed formatReps provided with feedback on performance from route riding

Productive relationships with internal and external stakeholders maintained

Develop a collaborative relationship with Trade Marketing Manager

Effective trade marketing plans per channel and key customer implementedRight quantities of POS availablePromotions targeted effectivelyTrade marketing plans delivered according to agreed deadlines and in line with brand strategies

Build relationships with customers

Increased sales volumes negotiatedCustomer queries and problems resolved effectivelyPernod Ricard is a preferred supplierBusiness opportunities to sell product range identified

Liaise with Merchandisers

Merchandising standards are maintainedDisplay targets achievedFloor displays are as per agreementsAd hoc merchandising opportunities exploited

Develop collaborative relationship with the Call Centre

Orders are captured correctly and on timeOut of stock information available to repsOn hold accounts information available to reps

Liaise with Regional Promotions Manager

Promotions set up and implemented according to set criteria and on timeFeedback form on the outcomes of the promotion provided to sales management according to agreed deadlinePromotional costs maintained accurately according to budget

Liaise with Finance

Deals and discounts correctly loaded on the systemCustomer status information availableInvoices paid on timeNew accounts processed accurately with agreed timeframesTrading completed within credit limitsBad debts reduced

Liaise with POS Warehouse

POS booked out and returned on timeAccurate stock takes availableQuick collection turnaround times

Liaise with Marketing

Consumer promotions implemented according to agreed timelines and guidelinesSales informed of marketing activity

Budget managed effectivity

Manage costs against approved budget

Potential areas of saving and optimisation highlightedExpenditure aligns with budgetMeaningful variance analysis reports providedBottom line results optimisedGuidelines on the T&E policy followed

Talented staff recruited, developed, managed and motivated

Recruit talented employees

Structure and resourcing levels evaluatedJob descriptions relevant and up to dateVacancies filled in line with policies, employment equity targets, headcount and budgetSuitably qualified equity candidates given preferenceSuccession plans in place

Develop employees

Suitable development opportunities and training identifiedDevelopment plans implementedEmployees coached and employment equity candidates developedKnowledge and training is appliedPromotions recommended where appropriate

Manage performance

Expectations and objectives clearly communicatedPerformance monitored through review meetings held at least every 6 monthsFeedback on performance provided

Maintain employee relations

Participation encouraged and contributions recognisedConstructive work environment maintainedGrievances and complaints resolvedDisciplinary offences managedEmployee satisfaction assessed and corrective action taken

Key Competencies and Experience

Knowledge, Skills and Attributes:

Functional and Technical Competencies:

Market & Environment, Commercial Strategy, Results Orientation, Negotiation Techniques, Promotion, Merchandising, Evaluation of Commercial Activities, Customer relationship Management, Sales Team Management

Behavioural Competencies:

Effective Decision Making, Planning and Organising, Team work, Communication, Technical Expertise, Presentation Skills, Influencing & Negotiation, Big Picture Thinking, Innovation, Change Management, Making Things Happen, Initiative

Leadership Competencies:

Strategic Vision, Entrepreneurship, Result Orientation, Live the Values, Team Management, People Development

Qualifications and Experience:

Bachelor of Commerce Degree or similar Tertiary equivalentAt least 6 years’ relevant sales experience within a commercial, FMCG environmentA proven track record of above average performance in a sales rep role is essential.Experience within the On Trade environment is advantageous.Drivers Licence

Job Posting End Date:

Target Hire Date:

2025-03-01

Target End Date: