Area Sales Manager – HO

SUMMARY:
Focuses on driving sales performance and achieving targets through effective planning and execution

POSITION INFO:

MINIMUM REQUIREMENTS

• Proven track record of 35 years in Sales, specifically within Food & Beverage or FMCG sectors
• Relevant Business, Marketing, or Sales Qualification
• Strong analytical skills and experience using data to measure and optimise sales performance against KPIs
• Familiarity with economics across the FMCG value chain, and understanding of pricing and sales compliance
• Advanced proficiency in Microsoft Office, BI tools, and significant experience with ERP systems
• Valid Drivers License and reliable transportation
• Ability to drive team performance and foster a high-performance sales culture

MINIMUM DUTIES AND RESPONSIBILITIES

• Plan and execute strategies to grow sales and distribution of HOB brands in Wholesale & Independents

• Implement a clear Picture of Success by channel for use with third-party agencies

• Track and analyse KPIs including Sales Revenue, Market Share, On Shelf Availability, Forward Share, and Price Compliance
• Make data-driven decisions to improve performance

• Identify and explore new business opportunities and distribution channels
• Monitor and evaluate competitors

• Build and maintain strong relationships with key wholesale partners
• Negotiate promotional agreements and address operational challenges

• Provide performance reports to management highlighting progress, issues, and solutions

• Work closely with back-office teams and other departments to ensure smooth operations and product availability

• Undertake additional duties as required by management

KEY PERFORMANCE INDICATORS (KPIs)

• Sales Performance Management: Sales Revenue vs Prior Year and vs Budget
• Picture of Success: Adherence Score (On Shelf Availability, Forward Share, Price Compliance)
• Market Share of Own Brands: Value Share / Volume Share / Numeric Distribution
• Frequency of KPI Reviews: Number of scheduled vs completed KPI reviews
• Improvement Action Implementation Rate: Percentage of improvement actions implemented after business reviews
• New Business Opportunities Identified: Number of new opportunities or channels identified
• Competitor Monitoring Frequency: Regularity of competitor analysis and reporting
• Cross-Department Collaboration Frequency: Number of collaborative initiatives or meetings with back-office teams

AD-HOC AGREEMENT

• Duties listed are a guide; incumbent is expected to complete any lawful and reasonable instructions as required
• Employees are responsible for superior service delivery and customer satisfaction, and may be required to perform tasks outside the scope of their duties