Area Sales Manager

About the position

Main Purpose:
To manage the sell-in and aiding sell-through of brands assigned within areas of
Responsibility

Key Results Area:

• Operational effectiveness
• Market strategy and planning
• Key Accounts Management
• Implementation of marketing programme
• Competitor awareness
• Administration duties
• Sales
• Manage sales / shelf space
• Manage Staff
• Stock management and distribution rollout
• Self-Management

Job Specific Requirements

• Communicate sales targets to the BA's
• Increase volumes in stores
• Monitor in-store pricing
• Ensure out-of-stocks are limited
• Minimise credit notes
• Monitor sales
• Drive ad-hoc promotions to increase sales
• Develop alternative strategies to increase sales
• Individual discussion of sales performance vs. targets with BA's.
• Negotiate space and location allocated in line with brand performance
• Make appointments, where possible, and observe call cycle closely.
• Make contact with, floor manager, store management.
• Provide continuous feedback as per client requirements (competitor activities, promotions, innovations, pricing, planograms.
• Liaise with store personnel - (stock holdings, promotions, launches, events,deliveries, credit notes, special deliveries, staff, price, planograms)
• Discuss animations, spray events, training requirements, display and promotion exposure using business files and information from brand managers.
• Discuss sales performance vs. targets with supervisor / manager
• Compile daily call reports
• Compile monthly reports to NSM
• Non EDI accounts - Bring Stock Levels to agreed levels
• Stores - Count stock by exception. Correct data integrity issues prior to leaving POS.
• Other EDI Accounts - Solve data integrity issues and report stock level discrepancies to TM
• Attend to and minimise returns
• Facilitate the implementation of promotion
• Ensure informed about time frames for promotions
• Communicate promotional activities to staff
• Ensure understanding of objectives of various promotions
• Ensure sufficient stock has been ordered
• Ensure promotional activities have been implemented and maintained
• Provide feedback to relevant stakeholders
• Ensure Brand Equity Maintenance
• Ensure Planograms are implemented
• Ensure shelves are clean and tidy and maintained
• Observance of merchandising guidelines and negotiating corrections.
• Check on logos, signage, promotional exposure
• Daily planners to be generated every six months detailing agreed call cycle with NSM.
• Out of town trips to be planned three months in advance with NSM.
• Weekly activities / order forms / samples / to be updated weekly.
• Preparation of information for each call.
• Customer history - sell in.
• Sell through information.
  Store monthly sales by door (source top line from retailers).
• Targets for sponsored BAs and sales performance (source from Brand Managers and retailers).
• Merchandise guidelines, retail floor planograms, visual display info, Store SKU translation book, report books, credit books, tape measures and cameras to be up to date and available at all times.
• Trained in Retek, Replen and retail partners intranet as arranged by NSM and TMs.
• Attend to daily report and follow up requirements by close of business.
• Highlight problems to TMs and NSM or Brand Managers.
• Information flow to brand managers.
• Submit digital pictures of launches and promotions for Brand Managers

Atributes Required

• Team player
• Excellent Interpersonal Skills
• Excellent negotiation skills
• High attention to detail
• Excellent Relationship Building
• Selling skills
• Self motivated
• High Initiative
• Leadership
• Motivational
• Organised
• Problem Solving
• Assertive
• High Energy levels
• Proactive
• Safe Driver

Requirements:

• Matric
• Related Diploma or Degree
• At least 5 years experience in the Fragrance/ Cosmetics Industry
• Excellent PC Literacy (Microsoft PowerPoint, Word and Excel)
• Code 8 driver's license
• Must be aware of promotions and act pro- actively in terms of stock control
• Must be familiar with shelf layouts in stores
• Must keep updated re own and competitors' products
• Familiar with merchandising guidelines
• A good knowledge of the Cape Town territory
• Knowledge of the product and personal flair

Desired Skills:

• Sales Person
• Sales Rep
• Sales Support
• Key Account Management
• team leader

Desired Work Experience:

• 5 to 10 years Retail
• 2 to 5 years Middle / Department Management

Desired Qualification Level:

• Grade 12 / Matric

Employer & Job Benefits:

• Pension Fund
• Medical Aid