Sales Manager

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, Channel
• Based on the road, with travel to regional locations
• Target 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 executed
• Additional forward share opportunities identified and implemented
• Product availability/ distribution targets implemented
• Merchandising standards are maintained
• Floor displays are as per agreements

Implement the sales plan

• Long- and short-term plans implemented in consultation with the General Manager
• Targets set in consultation with the General Sales Manager
• Sales calls/ areas allocated to the team
• Leads and sales opportunities are followed up to obtain new listings and sales
• Documentation required for the opening of new accounts collated
• Plans are reviewed and adjusted depending on the market environment
• Pricing is managed as per PRSA brand strategies
• Promotions implemented
• Targets are met by sales staff according to the weekly plan
• Calling cycles and display list updated on a weekly basis
• Sales targets and distribution coverage is achieved
• Increased sales volumes negotiated within allocated area or market channel
• Market share increased in line with company strategy
• Gross margins maintained through the management of deals and discounts
• Business plans with customers implemented
• Plans implemented within agreed budget parameters
• Customer queries and problems resolved

Manage re- distributors

• Monthly plans submitted and implemented according to agreed timelines.
• Monthly plans include distributional, promotional and sales targets
• Promotional cycles managed
• Sales, distribution and pricing data shared

Monitor sales performance

• Effective sales meetings with agendas and deliverables conducted
• Plans are reviewed and adjusted depending on the market environment
• Sales rep targets are set and met
• Prescribed templates are used for calls and sales reports
• Calls and sales volumes recorded on standard daily working sheets and PDA
• Weekly and monthly sales and ad hoc promotions reports submitted on time according to agreed format
• Reps 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 implemented
• Right quantities of POS available
• Promotions targeted effectively
• Trade marketing plans delivered according to agreed deadlines and in line with brand strategies

Build relationships with customers

• Increased sales volumes negotiated
• Customer queries and problems resolved effectively
• Pernod Ricard is a preferred supplier
• Business opportunities to sell product range identified

Liaise with Merchandisers

• Merchandising standards are maintained
• Display targets achieved
• Floor displays are as per agreements
• Ad hoc merchandising opportunities exploited

Develop collaborative relationship with the Call Centre

• Orders are captured correctly and on time
• Out of stock information available to reps
• On hold accounts information available to reps

Liaise with Regional Promotions Manager

• Promotions set up and implemented according to set criteria and on time
• Feedback form on the outcomes of the promotion provided to sales management according to agreed deadline
• Promotional costs maintained accurately according to budget

Liaise with Finance

• Deals and discounts correctly loaded on the system
• Customer status information available
• Invoices paid on time
• New accounts processed accurately with agreed timeframes
• Trading completed within credit limits
• Bad debts reduced

Liaise with POS Warehouse

• POS booked out and returned on time
• Accurate stock takes available
• Quick collection turnaround times

Liaise with Marketing

• Consumer promotions implemented according to agreed timelines and guidelines
• Sales informed of marketing activity

Budget managed effectivity

Manage costs against approved budget

• Potential areas of saving and optimisation highlighted
• Expenditure aligns with budget
• Meaningful variance analysis reports provided
• Bottom line results optimised
• Guidelines on the T&E policy followed

Talented staff recruited, developed, managed and motivated

Recruit talented employees

• Structure and resourcing levels evaluated
• Job descriptions relevant and up to date
• Vacancies filled in line with policies, employment equity targets, headcount and budget
• Suitably qualified equity candidates given preference
• Succession plans in place

Develop employees

• Suitable development opportunities and training identified
• Development plans implemented
• Employees coached and employment equity candidates developed
• Knowledge and training is applied
• Promotions recommended where appropriate

Manage performance

• Expectations and objectives clearly communicated
• Performance monitored through review meetings held at least every 6 months
• Feedback on performance provided

Maintain employee relations

• Participation encouraged and contributions recognised
• Constructive work environment maintained
• Grievances and complaints resolved
• Disciplinary offences managed
• Employee 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 equivalent
• At least 6 years’ relevant sales experience within a commercial, FMCG environment
• A 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: