Hybrid Sales Consultant (On & Off Con)

SUMMARY:
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POSITION INFO:

We are looking for a result driven Hybrid Sales Executive for our client who is a market leader in the Alcoholic Beverage FMCG Industry.

The Sales Executive position is a key role in the local commercial team and will be responsible for managing and influencing key performance indicators and driving volume and market share through the sales force.

Skills, Experience and Education

Knowledge:

• Sales/Marketing principles and practices
• Tailored sales procedure principles
• Manage execution standards
• Knowledge of the liquor industry, particularly On-Trade and Off-Trade

Attributes:

• Ability to:
  • build positive relationships
  • plan, negotiate, execute pouring contracts
  • deliver results, overcome difficulties, anticipate the future of the business/work and drive change
  • find, implement and disseminate a culture of innovative solutions
  • put himself/herself in the “consumer* / clients*’ shoes”, understanding their current needs and anticipating the future ones
  • take effective decisions balancing market, products, financial and organizational issues
• Team player who can work independently
• Presentation Skills
• Self-Management Skills
• Assertiveness
• Attention to details
• High energy levels and drive

Qualification & Experience:

• Matric and completed 3-year sales/marketing qualification would be advantageous
• 3 years of relevant FMCG experience in sales and marketing
• An experienced driver with a Code 08
• Experience and knowledge of Formal On and Off

Duties:

Trade Management

• Identify and implement new business opportunities
• Optimized customer services
• Formulation of account reviews and plans
• Manage and maintain assets
• Plan, execute and attend promotions and activations
• Monitor competitor trends
• Grow menu listings percentages of the brand portfolio
• Build and maintain customer relationships
• Increase the brands’ visibility in venues and outlets as per the guidelines
• Anticipate customer needs and develop solutions to meet those needs
• Brief and train promoters on the brand guidelines
• Monitor sales and depletions for the on-trade and off-trade market

Key Performance Indicators

• Customer database built & maintained
• Call schedules were developed & maintained
• Daily/weekly/monthly planning
• Market potential opportunities identified, prioritized, actioned & tracked (Volume targets / Market Share / In-trade execution)
• Promotions, Campaigns, & POSM planned, deployed & tracked
• Key Customers are seen as per call schedules
• Call execution & order objectives met
• Additional opportunities were identified and appropriate action taken
• Competitor activities are monitored and actioned against
• Customer negotiations are conducted as required
• Information systems/tools fully utilized, Sales Force Automation
• Authenticity and currency of information maintained
• Information security is maintained in accordance with Company Information Protection Policy
• KPI progress was maintained
• Expenditure is controlled within budget
• Reports generated, analyzed, actioned & tracked

Relationship Building

• Customer service ethos implemented
• Customer relationships are managed and leveraged
• Third-party relationships optimized
• Corporate image maintained
• Maintain customer needs by solution-orientated
• Sales standards maintained

Key Relationships

Internal: Trade Marketing; Marketing; Finance

External: 3rd Party Agencies