Job Purpose:
To develop and monitor a sales and distribution plan which meets brand, volume and profit objectives for each trade channel and account under his/her control, through effective and efficient use of budgets and manpower in order to achieve national sales and distribution and merchandising objectives.
Major Responsibilities and Accountabilities:
- Develop and monitor annual sales and distribution plan (budget) by Brand, Sales Representative, Customer and Channel, to maximize distribution through all Trade Channels
- Assist the CEO with identifying new business opportunities
- Develop and ensure compliance of Route-To-Market (RTM) process
- Develop and execute Key account plans for trade accounts
- Monitor sales trends of the Division’s Housewares products and keep the Housewares Sales Representatives fully informed at all times of objectives, progress and future plans, so that in-market activities can be implemented
- Ensure optimum visibility of key brands in the trade year round, with a focus on key buying periods
- Monitor performance of the Housewares Sales team with a focus on developing incentive programmes designed to continuously motivate the team
- Identify opportunities for sales growth with new and existing Housewares customers
- Manage Accounts Receivable for accounts under his/her control, ensuring compliance with the Company’s guidelines
- Communicate and work with the CEO to assist with forecasting and sales trends
- Be one of the main drivers of the Quarterly Business Review (QBR) and share results with the team
- Make sales calls to assigned accounts and pay regular visits to the trade to ensure the Division is offering efficient and effective service; approximately 50% of the time should be spent on the trade
- Investigate and respond to market and customer demands or complaints so as to ensure achievement of marketing objectives
- Maintain control of Divisional expenses under his/her charge
- Assist with the promotion of the Division’s Houseware brands
- Assist in the training and developing of Sales Representatives, CSR’s and Merchandisers
- Assist the Divisional Director with the supervision of periodic stock counts
- Travel overseas as and when necessary to visit suppliers or attend trade shows or conferences
- Perform other duties that may be required to enhance the operations of the Company.
Knowledge and Experience:
- Bachelor’s Degree in Marketing or related field
- A minimum of five (5) years sales experience in a FMCG environment with at least three (3) years at a managerial level
- Proficient in Microsoft Office applications.
Key Competencies:
- Strong leadership skills
- Results oriented
- Excellent numerical and analytical skills
- Excellent communication and negotiation skills
- Excellent presentation skills
- Ability to motivate and direct others
Dimension and Scope:
- Disciplinary action up to and including suspension; must consult with Division Director on termination
- Purchase order signing authorization up to limits determined by Division Director
- Payment voucher signing authorization
Relationships:
- Works closely with senior management, sales, marketing, and merchandising teams
- Maintains close working relationships with Principals
- Interacts regularly with external customers on the trade
Key Performance Indicators:
- Achievement of National Sales Objectives (actual vs. planned)
- Effective implementation of Key Account plans
- Cycle Planning implementation
- Reporting (accuracy, timeliness)
- Receivables / Credit Note targets met
