Key Outputs and Accountabilities
Lead the sales force and ensure superior sales execution across the region
Ensure profit and performance delivery of the district as per the plans.
Ensure P&L ownership and accountability within each district.
Monitor & review Sales & Marketing performance, and guide, support & coach the sales team to address off- track performance, where required.
Develop and embed sales force effectiveness & sales force automation capabilities, with support from the Head of Commercial.
Roll out and ensure effective use of customer segmentation & related tool kits.
Ensure team management – systems, tracking, contractor SLA management, and non-conformance management.
Manage sales resource planning, merchandising management, (POS storage, picking & delivery).
Ensure that the sales force effectively manage the 3rd party Distributors and Wholesalers.
Ensure action plans are put in place to close any significant performance gaps
Leadership
Effective leadership of the Sales Team
Build Capability and Manage Performance
Build and Motivate a high-performing team
Execution of Sales & Marketing Business Plan
Execution of Sales & Marketing Finance Routines
Support and/or lead engagements with local governments as defined by the GCB Engagement Plan
Sales Execution
Channel Development & Execution of Picture of Success
Promotional Programs and Activities
Asset care
Demand Planning
Key Project Management
Formulate and Manage Budget
Drive execution standards across all channels
Promotional Programs design and activation
Identify Key Commercial Process Improvement Projects and Project Execution
Provide input to the Demand Planning Process
Manage the Implementation of the Marketing Plan
Manage the overall performance of the GT Sales Team
To lead a team to build profitable growth by achieving the regional volume target,
Enhance Route to market effectiveness, achieve excellence in execution, and manage distributors
Executes quarterly business reviews by customers.
Understand pack margin and pack role per customer in order to optimise revenue growth.
Utilize market research and analysis to formulate programmes and feedback to customers.
Supports the front-line staff in building strong relationships with each customer by Identifying business growth opportunities
Develop, implement and/or manage and evaluate account-specific programmes, promotions and SKUs as required
Builds personal relationships with customers through various interactions such as conferences and corporate events and hosts local and international conferences and sporting occasions.
Sales and Marketing share growth
Manages and measures sales targets daily and takes corrective action
Allocates execution resources (e.g., POS / promotional material etc.) for maximum return
Identifies competitor activities and develops and implements response tactics
Promotions – ensures local and national promotions are implemented effectively
Qualifications and experience
Sales/ Marketing or equivalent Degree
Professional Certification will be desired.
Experience:
Ideally a minimum of 8 years of previous sales experience or equivalent FMCG experience.
Competencies
Planning and organizing
Product & Industry Knowledge and competitor insights
Strategic thinker
Good Analytical Skills
Resilient
Conflict resolution handling ability
Customer-focused & Service Orientation
Commercial/ Industry Awareness
Excellent interpersonal skills / good motivational skills
An understanding of evolving business needs and how systems can be adapted to meet these needs and add value.
Master coach to drive brilliant execution against standards
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