Area Sales Manager

Overview

To manage all sales in the Johannesburg South area in order to achieve maximum profitability and growth in accordance with organization plans.

 

 

Responsibilities

Sales

• Develop sales plans (90 days) for the area
• Ensure sales potential for areas are captured
• Establish sales goals and targets for the area in line with the SASKO’s overall objectives
• Responsible for growing volume and value driving market share as per KPI’s
• Predict future sales trends and prepare accurate forecasts based on market analysis and historical data.
• Conduct market research to identify new opportunities, monitor competition, and stay updated on industry trends
• Create and implement effective sales strategies to increase revenue, expand the customer base, and enter new markets
• Track the profitability of sales efforts, ensuring that sales strategies contribute to the cluster’s bottom line
• Monitor sales KPIs and ensure sales targets for areas and routes are achieved
• Monitor and manage distributor performance ensuring that targets are met at optimal costs
• Manage sales budget, promotions and pricing
• Route Riding, Oder Management

People Growth

• Monitor the performance of sales staff by setting KPIs, providing regular feedback, and conducting sales meetings and performance evaluations.
• Hire, train, and mentor members of the sales team to ensure they have the skills and knowledge necessary to succeed.
• Encourage a high-performance culture through incentives, recognition, and motivational leadership.
• Work with –WEC; Conduct regular gate to gate meetings with sales supervisors to assess market and identify development opportunities
• Identify skill gaps within the sales team and organize training programs or workshops to improve performance.
• Embed a culture of consumer centricity, personal accountability, compliance

Systems, Procedures

• Understand BI (Business Intelligence) or similar programmes
• Bakery scorecard report
• Understand and evaluate daily sales report
• Understand DRM (Distribution Management)
• Understand, run and read reports daily

Relationship Results

• Strong internal liaison with warehouse to ensure 100% on time delivery to customers and external liaison with 3rd Party Merchandising function to ensure execution in trade according to EDGE principles
• Work closely with the marketing team to ensure alignment between marketing campaigns and sales strategies, driving qualified leads to the sales team.
• Ensure that the sales team works in sync with operations, logistics, or production teams to meet customer delivery expectations.
• Ensure effective distribution of product to all outlets, to always achieve customer satisfaction
• Manage relationships with external sales channels, distributors, or resellers to ensure they align with the company’s Objectives
• Mandate management, deals and claims
• Responsible for investment management
• In store execution, customer call implementation and controls
• Ensuring that all SLA’s are adhered to
• Responsible for returns and pallets

Innovation

• Ensure that sales practices comply with all relevant legal and regulatory standards.
• Promote and enforce ethical behavior within the sales team, maintaining the company’s reputation and customer trust

 

 

Qualifications

• Business related 3-year diploma or degree (sales, marketing, business management)
• 3-5 years Sales Managerial experience in FMCG environment
• Demonstrate ability to analyze sales forecasts, competitor activities and to formulate sales strategies
• Negotiate and manage trading terms, price, shelf space & promotions
• Valid Code 8 license
• Systems, procedures and systems E.G. SAP