About the position
Our client, a South African based FMCG manufacturer is looking for a Regional Sales Manager to join their team. The territory is Kwazulu Natal and Eastern Cape. Individuals who apply must reside in Gauteng and be willing to travel 5 - 6 days per month.
Lead & manage allocated Customers & Sales and Merchandising Partners (SMP) to achieve allocated sales budgets, volumes and value objectives.
To train and motivate the SMP team to deliver world-class service.
Align and implement the company sales and marketing strategy with key accounts and sales agents
Qualifications:
Grade 12
Sales & Marketing Diploma / Degree an advantage
Experience:
8 Years sales experience, with 3 years at senior level within a target driven environment
FMCG industry experience is essential
Good knowledge and understanding of chain stores
Proven track record of Key Account Management
Knowledge:
FMCG – Fast Moving Consumer Goods experience is essential
Computer knowledge, specifically MS office applications
Knowledge of Budgeting, principles, etc.
Skills:
Superior people skills
Excellent motivational Skills
Strong leadership Skills
Excellent organisational Skills
Sound written and verbal communication skills
Leadership competencies:
Driving accountability
Drive and energy
Initiating action
Building and maintaining stakeholder relationships
Cross-cultural awareness
Impact and influence
Organisational understanding
Business understanding
Facilitating and managing performance
Attracting, developing and retaining talent
Strategic focus
Articulating and cascading the vision and values
Decisive insight
Team leadership
Communication skills
KEY RESPONSIBILITIES OF THIS ROLE:
To achieve FMCG sales & gross profit (GP) targets and be a profitable channel across key accounts
Manage stock returns effectively
Establish supplier of choice status by our trading partners
Build & maintain a high performance winning team
MAIN ACTIVITIES OF THIS ROLE:
To achieve FMCG sales & gross profit (GP) targets and be a profitable channel across key accounts
Budget vs Actual Sales performance
Ensure regional activation implementation
Cross-functional integration between FMCG customers and supply chain team.
Distribution tracked with site cover reports.
Penetrate markets with new customers and channel
Use of Distribution trackers, Site cover reports, Item sales & stock reports to track & increase numeric distribution in all channels.
Manage stock returns effectively
Minimize returns & manage regions credits in line of company policy & procedures, with regards to
Return merchant authorisations (RMA’s), damaged by customer, expired stock, short dated stock and financial write off.
Drive and address the returns register process.
Establish supplier of choice status by our trading partners
Meet and manage service levels to distribution centre.
Quarterly reviews done with all trading partners.
Maintain and manage communication with all leads in accounts, distribution centre and distribution.
Training for Sales and Merchandizing partners (SMP) & healthcare advisors of the trading partners.
Drive and address order efficiency meeting.
Build & maintain a high performance winning team
Lead Sales and Merchandizing partners (SMP) by example.
Setting realistic goals to SMP – Incentives, Activations, etc.
Align marketing campaigns with sales operations strategies to increase brand awareness and sales in the channel.
Taking ownership to ensure:
Increased Sales in the region by supplying the right mix of products to the different stores (ranging).
Reduce trading costs and increase GP by not over dealing on promotions in the Independent accounts and maintaining regional deals. Lower trading terms for new accounts.
Make sure all co-ops & broadsheets are implemented as planned.
Structure incentives (brand campaigns) for SMP to aim for stretched target & work for their sales commissions.
o Adopting Tools of trade – supplier portal (i.e. PnP portal, B2B), internal operations systems & Activation guide – compliance tracker.
Desired Skills:
- regional sales
- profit
- budget
- fmcg sales
- regional sales manager
- fast moving consumer goods
Employer & Job Benefits:
- Basic salary + car allow
- petrol card
- medical aid and provident fund
