Regional Distribution Partner Manager

If you are a unicorn in your field, then this highly innovatory FMCG is for you!!

If you have exceptional Area Sales Management experience, but haven't found that status quo challenge you are looking for yet! This is where you'll find it!

You will be ingeniously required to ensure the company's sales growth and perfect store execution is achieved in the Independent Rural and Urban Trade. Your goal will be to increase and deepen the company's footprint in this channel. Your main focus is to develop a profound and proven concept for the company to become the leader in Energy within Independent Rural and Urban market space. Once developed, the role is to manage its execution on a daily base and turning strategy into action!

What are the requirements of the position you ask?

EDUCATION AND QUALIFICATIONS

• Bachelor’s Degree (Relevant equivalent)
• Valid driving license.

LANGUAGE REQUIREMENTS

Fluent in written and spoken English. Also, Xhosa, Zulu & Afrikaans is a plus.

EXPERIENCE

• 5 years sales experience in FMCG sector.
• Sales Team Leadership Experience
• Successful track record in managing sales force (distribution partner preferred) within all Trade channels
• Business Experience in Regional Accounts - Independent trade and Traditional Trade (Advantageous)
• Key Account experience (an Advantage)

KNOWLEDGE AND SKILLS

• Leadership, Motivation and Team Skills.
• Clear understanding of market, sales & distribution within South Africa
• Clear understanding of market structure and common practice / ways of how business is done
• Excellent negotiator and influencer (strong interpersonal skill)
• Strong analytical ability and commercial acumen to understand financial statements and market trends
• Able to work independently with responsibility, being organized, result driven and solution orientated
• Able to develop business strategies and break them down into actions
• Excellent in all MS Office programs (Word, Excel, Power Point, etc.) Excel and Power Point abilities should be strong
• Management reporting and budget control.
• Strong presentation skills

Do you have experience in performing the following duties?

Analyze geographic areas to understand outlet and sales opportunity within identified areas through trade visits

Set minimum DP service requirements based on trade analysis to ensure maximum service to trade.

Develop annual Business Plan for all our partners within the region in close coordination with Head of Direct Distribution for winning in the independent trade. Target to increase and deepen our company's footprint in Independent Urban & Rural channels.

Co-Develop Business Plans by DP to deliver on all relevant strategic initiatives including; Volume, Horizontal & Vertical Distribution, Execution and Information exchange (Depletion Data).

Ensure the plan is aligned to overall company's plan.

Set, Track and Drive DPs against business plan.

Define routines and call cycles for managing the operations in a professional / sustainable way, in line with routines matrix set out by HOD: Direct.

Do monthly business reviews with DPs in line with business plan & Commercial Annex.

Forecast financial sales by DP and ensure order taking according to our company's targets and principles and aligned to forecast.

Setup Build/Draw calculation sheets in order to manage SOH vs Trade sales vs Financial sales.

Define and track the DP KPIs (broken down from overall sales targets): Volume Sales, Distribution Numeric & Weighted and Price Compliance, Perfect Store Execution, Promotional Execution.

Support DP in achieving set targets through:

• Training the DP sales force on our company's perfect store standards and execution of those
• Leading DP sales force by personal example and hand-on approach
• Undertake systematic and regular trade visits to identify gaps and opportunities or to prove any findings from data supplied by Trade Marketing.
• The latter being a critical part of the role.
• ZA Off-Premise
• Quantification of opportunity
• Conceptual selling of the quantified opportunity in a mature and professional manner to ensure buy-in (convinced) and motivated Partners
• Track execution via our Partners field force
• Manage the budget that is allocated to commercial initiatives, sales force initiatives, and below-the-line marketing initiatives
• 80% of time in field and 20% of time spent on analysing, planning, building case studies and conceptual selling decks and reporting.
• Prepare and lead monthly reviews with the DP owner/management.
• Secure correct auditing.
• Generate best practices and multiply throughout covered channels.
• Manage and secure sufficient POS stock and handling as well as ROI calculations on any initiatives implemented into trade.
• Fuel DP sales force passion through recognition and reward programs.
• Extensive travel regionally required.

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