19 May '21
Trade Sales Manager - Direct Liquor

FMCG, Gauteng Greater JHB

market - related

A leading Global FMCG Company has a vacancy for a Regional Distribution Partner Manager, within their Direct Liquor Department

The objective of the Distribution Partner Manager is to represent the Company in the region, managing their appointed partner to maximize company results in the Direct Liqour channels. Key priority will be managing them and the various stakeholders in their assigned sales districts to deliver company sales growth, execution and numeric reach in the tavern, formal on premise and independent retail Liquor channels specifically.

RESPONSIBILITIES

Strategy and Planning

  • Responsible for analysing geographic areas to understand outlet and sales opportunity within identified areas though trade visits
  • Responsible for creating a Business Plan in close co-ordination with the Head of Direct Distribution Liqour for winning in the Direct RTM channel for the respective sales districts
  • Set, track and drive all DP Sales Districts against the annual business plan
  • Responsibility for creating and developing a strong commercial plan to grow distribution and SKU listing via the distribution partner
  • Responsible for the annual Joint Business Plan with the distribution partner and sales district/s

Distribution Partner Sales Team Management and Leadership

  • Maximizes time in field with DP reps.
  • 80% of time spent in field focusing on "work-withs" with the distribution partner field force,
  • Define routines and call cycles for managing the operations in a professional/ and sustainable way, in line with routines matrix defined by the Head of Direct RTM Liqour.
  • Prepares and runs effective team meetings with the distribution partner to ensure the correct execution of all the agreed strategies and sales driving initiatives.
  • Encourages ad hoc action plans for their distribution partner in order to ensure the long-term development of distribution, volume and brand.
  • Secure correct auditing by DP Sales force and execution standards as per distribution agreement related to min facings of company product  in allocated cooler
  • Generate best practice and multiply though all covered sales districts

Analysis

  • Consistently analyzing the available market data from reliable data sources to find gaps or opportunities, by region, in distribution and SKU listings.
  • Responsible for analyzing DP sales data (both direct and indirect) to measure performance, improve forecasting and quantify all Pay for Performance remuneration.
  • Forecast financial sales by sales district and ensure order taking according to company targets and aligned forecast.
  • Define and track the DP KPI’s (broken down to sales district level)

Administration

  • 80% of time in field and 20% of time spent on analysis, planning and reporting.
  • Responsible for the correct management of the yearly regional budget and the control of all free goods.
  • Prepares, organizes and executes review meetings (on a monthly/quarterly basis) with all responsible sales districts to evaluate performance vs Joint Business Plan Objectives and agree on action plans. This is then reported to both Sales Directors and shared internally with the team and other key stakeholders.
  • Manage and secure efficient POS stock and handling as well as ROI management
  • Fuel DP sales force passion for the company through recognition and rewards programs (Motivate/Engage/Reward)

EXPERIENCE REQUIRED

  • 4-5 year sales experience in FMCG
  • Excellent understanding of RTM environment in South Africa / the region (ideally On Premise RTM)
  • Strong analytical, planning and financial skills
  • Clear understanding of markets, sales & distribution, competitor activity, consumer behavior in EDV (Word, Excel, Power Point, etc.)
  • Very high negotiation and communication skills
  • Leadership, Motivation and Team Skills

EDUCATION REQUIREMENTS

  • University Degree (Business, Marketing or similar)

LANGUAGE REQUIREMENTS

  • Fluent in written and spoken English

TRAVEL

  • 80%
  • Valid Drivers License required

PERSONALITY TRAITS WE ARE LOOKING FOR IN THE SUCCESSFUL CANDIDATE

  • Tenacity
  • Resourceful
  • Team Player
  • Charismatic
  • Analytical
  • Trustful
  • Innovative
  • Driven
  • Ability to form strong relationships and lead through Influence

Candidates that meet the criteria may submit their applications via this portal or via vacancy link on www.mnarecruitment.com

Should you receive no feedback within 7 days, please accept your application as unsuccessful.

Ad Visible Until: 18 June 2021
Ref: DBN002900/LW

Vacancy Type: Permanent