Job Description
Special features:
- P and L calculations
- Trading term negotiations
- Morpheus Platform utilization (Sales, Production quality, Distribution- crate)
- National NDD'S- route revisions and improvements
- Ability to interpret and analyse sales figures
Required Education Level:
- B Degree in Marketing/ Sales or MBA
Maintain and Improve Business Relationships:
- Conduct business, strategic reviews and relationship management at a senior level
- Liaise regularly with buyers and listing of new products and measure success of promotions
- Implement new sales strategies, promotional plans, price increase and Annual Trading Terms by direct negotiations
- Implement account strategies and customer plans for specific accounts through direct negotiations
Implement 360 Degree Sales Strategy:
- Drive volumes by means of specific and unique sales strategies, incorporating customer and store specific promotional activity
- Develop and implement new commercial strategies to counter competitor activity
- Negotiate new business opportunities
- Aggressively grow market and forward share
Manage Sales Division's Profitability:
- Accountable for profitability within the area (per customer group) and product pricing strategy and control
- Manage product margins, volumes and product ranging within and by area
- Manage key account and general trade pricing model in terms of competitiveness and RSP (Retail Sales Price) adherence
- Regularly report actual performance against budget with variance analyses and remedial actions
- Manage financial year budgets (fixed cost, pricing, volume, MOM, Co-ops and re-bates, advertising and returns)
- Regular review of product profitability and contribution by SKU (P and L's etc)
- Develop annual budgets (fixed cost, pricing, volume, advertising, co-ops and re-bates, etc
Manage Commercial Functions:
- Manage inputs of Account Managers, Merchandisers, Telesellers and Sales Admin within geographical area
- Provide sales team with relevant store information (profitability by product by store)
- Manage the sales process to customers in an assigned area according to Campro and Synergy principles/process
- Set clear PMA objectives and ensure regular feedback reporting
- Effective utilisation of Morpheus applications
- Effective training and localisation plan mentorship program
Coordinate Teamwork with Distribution and Production:
- Proactive input relating to >95% product supply levels
- Collaborate and engage actively with distribution and production, with regards to customer service levels and market supply
Manage Staff:
- Manage a team of Regional Sales Managers and drive discipline via Sales Execution channels
- Set objectives and manage performance
- Determine and address training needs
- Ensure team is motivated and engaged to do their best at all times
- Coordinate leave management and track execution against plan
- Coach, train and develop staff
- Ensure successors are in place
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