Hybrid Area Sales Manager – KZN (On & Off Trade)

About the position

A leading international branded spirits business is looking for an experienced Hybrid Area Sales Manager to drive volume, visibility, and brand execution across the KZN region within both on- and off-trade channels.

Location

• KwaZulu-Natal (covering key on- and off-trade outlets across the province)
  
  

Key Responsibilities

• Analyze sales and business data to develop and implement regional sales plans that deliver volume and market share objectives.
  
  
• Influence and guide field sales teams (and 3rd parties) to achieve call adherence, strike rate, time-in-trade, and listing targets.
  
  
• Monitor competitor activity in the region and propose action plans to protect and grow market share.
  
  
• Ensure flawless implementation of national and regional promotions; track effectiveness and provide feedback.
  
  
• Drive price and promotion compliance in trade through effective management of RSPs and price ladders.
  
  
• Manage category visibility and brand positioning in outlets, ensuring execution is aligned with channel and brand strategies.
  
  
• Own regional budget management: align spend to business and outlet plans, manage expenditure vs forecast, and motivate any additional spend with sound business cases.
  
  
• Manage and optimize trade assets and POS to maximize ROI, including tracking and minimizing losses.
  
  
• Maintain accurate customer and route data, ensuring all trade agreements and key documents are stored for audit compliance.
  
  
• Build and maintain strong relationships with internal stakeholders and external partners (3rd party merchandisers, distributors, BTL agencies, POS suppliers).
  
  
• Coach, develop and performance-manage a team of sales professionals, including joint trade visits, route rides and structured coaching plans.
  
  
• Recruit and retain high-performing talent and ensure robust performance and development plans are in place.
  
  
• Prepare and present monthly and quarterly performance results; follow through on agreed action plans.
  
  

Experience & Qualifications

• A relevant 3-year tertiary qualification in Sales and/or Marketing.
  
  
• Minimum 5 years’ sales experience, with at least 2 years at an operational management level.
  
  
• Proven track record leading a sales function and related operations in an FMCG environment.
  
  
• Strong experience within the South African market, ideally within beverages or spirits.
  
  

Skills & Competencies

• Strong channel and sales management capability with a solid understanding of brand and category dynamics.
  
  
• Proven ability to compile and execute sales strategies and plans.
  
  
• Strong commercial and financial acumen, including volume growth and scenario planning skills.
  
  
• Excellent negotiation skills and established customer relationships, with evidence of customer recognition.
  
  
• Strong leadership and people management skills with a coaching mindset.
  
  
• Excellent analytical, presentation, and communication skills.
  
  

Additional Requirements

• Able and willing to travel extensively across KZN.
  
  
• South African citizen or valid work permit.
  
  
• Willingness to work after hours and on weekends to engage and socialize with key customers when required.
  
  

Desired Skills:

• Route Planning
• Sales Management
• Team Leadership