Market Development Representative - Informal Trade

SUMMARY:
Based in a defined geography the primary purpose is to directly develop spaza's, mini-supermarkets.

POSITION INFO:

Commercial

Accountable for operation of own work area or as a member of a team, as well as for quality, standards and outputs within defined work routines and policies.

Job Purpose

• Based in a defined geography the primary purpose is to directly develop spaza’s, mini-supermarkets and tuckshops on behalf of BevCo – must have intimate knowledge of the geography the informal retail dynamics and outlets matched to BevCo’s strategic growth objectives for the area.

Key Accountabilities and Outputs

Customer Management Objectives

• To be actively engage and open relationships with outlets on behalf of BevCo (against set call rate and conversion targets) = actively ‘seed’ BevCo’s portfolio into a defined area and large channel of informal retailers
• To build and retain an active base of informal retail clients and to constantly service that base weekly/monthly
• To facilitate informal retailers to direct BevCo purchases from the local wholesalers, bulk breakers, and/or distributor

Sales and Trade Marketing Objectives

• To ensure company assets (refrigeration; signage) are managed per BevCo governance requirementsSales and Trade Marketing Objectives
• To actively support the sales and distribution targets into informal retail (pull) from local wholesalers, bulk breakers, distributors for the area
• To assist in execution of the marketing plan for the area as required (incl activations, promotions, fridges, POSM)
• To ensure BevCo merchandising and pricing compliance standards are sustained (in conjunction with GT rep as relevant)

Qualifications and Experience

• Grade 12 / Matric / NQF level 4
• Up to 2 years’ experience (Operational Execution) FMCG, experience in sales
• Basic knowledge of PC, or potential to acquire it

Job Area

• KZN Area (Phongolo, Empangeni, New Castle, PMB)

Qualities

Critical Success Factors

Customer Perspective
Communication

• Routine communication with customers or clients Problem Solving
• Proactive identification of problems that are concrete and procedural, troubleshoot and apply solutions in line with guidelines provided or escalate more complex problems to superiors, providing information required to solve problems. Relationships Maintained.
• Others outside of own work area but inside the organization

Behavioural Competencies

Negotiation

• Able to recognise a situation in which negations are required
• Able to listen to the oppositions argument attentively with the aim of reaching an effective outcomeAble to tactfully present facts on a “need to know basis” so as to ensure a successful outcome.
• Able to refer to facts presented by the opposition to strengthen argument.
• Possesses the interpersonal skills necessary to negotiate an effective outcome

Customer Relations

• Asks questions to identify customer needs or expectations
• Follows through and meets personal commitments to others on time
• Takes responsibilities seriously and consistently meets the clients’ expectations for quality, service,and professionalism.
• Continuously monitors delivery to make sure the customer is receiving good service
• Shows a strong commitment to exceeding customer expectations
• Able to own responsibility for mistakes, apologise and make suitable changes to services

Planning and Organising

• Manages time effectively, ensuring effective completion of tasks under stressful deadlines.
• Able to prioritise activities and resources, ensuring that results are achieved effectively.
• Able to evaluate progress and make appropriate adjustments to initial plans, ensuring a successful outcome.

Knowledge of Business

• Follows systematic, multi-source learning regiment designed to educate oneself quickly: keeps oneself current
• Describes the important impacts that one has on the success of one’s functional area and on company
• results; demonstrates a knowledge of the customers business
• Uses business understanding to make sound decisions and influence the decisions of others

Legal and Ethical Conduct

• Keeps current with all the laws and company policies that govern one’s work activities, or seeks
• counsel before acting
• Conforms with all laws and company policies that govern one’s work activities
• Keeps abreast of changes in standards applicable to one’s profession
• Acts in accordance with conventional ethical and professional standards
• Takes action to enforce legal, policy, ethical and professional requirements; exposes violations