Area Field Manager: Principals at Clover S.A. Proprietary Limited

Job Advert Summary    

• Clover has an exciting opportunity for a suitably qualified and experienced individual at the Cape Town branch. The successful applicant will be supporting the Principal Manager in overseeing and implementing commercial and strategic initiatives on a regional level. This role requires strong analytical, problem-solving, and communication skills, as well as the ability to translate data into clear, concise reports and visualizations for various stakeholders.

Requirements    

• Degree 
• Business English: Fluent 
• Code 8 motor vehicle license 
• Cognos skills 
• Computer literacy (Advanced Excel and PowerPoint skills)

Competencies    

• Ability to influence & motivate sales force.
• Ability to present on an open platform.
• Achieves Results Effectively     
• Ability to build and maintain strong, long-term relationships with Principal clients
• Aptitude for identifying challenges or issues within Principal accounts and developing innovative solutions to address them effectively.
• Strategic thinking and capacity to develop and implement sales strategies aligned with business objectives.
• Excellent verbal and written communication skills to interact effectively with Principals, sales teams, and other stakeholders.
• Ability to negotiate.  
• Sound judgment and decision-making skills to assess situations, evaluate options, and make timely and effective decisions.  
• Proficient understanding of the FMCG industry and its full value chain, including supply planning, distribution, sales, and trade knowledge.
• Strong expertise in retail channel management as well as a good understanding of retail ordering systems and processes.
• Excellent verbal and written communication skills to effectively convey information, negotiate terms, and positively influence all stakeholders within the organisation.  
• Initiative to anticipate Principal needs, identify opportunities for additional business, and proactively plan and propose solutions or improvements.
• Strong negotiation skills to navigate complex discussions, manage expectations, and secure favourable terms and agreements for both parties.
• Strong analytical Skills: Ability to analyse sales data to make informed decisions.
• Proficiency in advanced Excel skills required.
• Proficient in crafting compelling PowerPoint decks.
• Strong capabilities in public speaking and presentations.
• Ability to inspire and motivate a sales team, set clear goals, and provide direction.
• Interpersonal effectiveness.
• Lead and drive change for improvement.
• Ability to work collaboratively with all stakeholders to ensure coordinated efforts in meeting business objectives.                

Duties and Responsibilities    

• Develop business relationship with Principals          
• Identify opportunities to increase Principal profit and sales volumes.  
• Find alignment between Clover and Principals objectives.         
• Communicate relevant business information. 
• Analyse sales data, performance metrics, and market trends to make informed decisions.
• Ability to track KPI targets and consistently deliver concise updates to principals.
• Ensure volume performance and numeric distribution     
• Manage numeric distribution vs Ranging. 
• Manage SKU rationalization & selling correct product mix.
• Manage principal projects.
• Manage principal BI reporting.
• Achieving Volume & Revenue Budget
• Free stock processing.   

Support sales activities        

• Conduct trade visits with Principals in respective regions  
• Act as contact point between Principals and Clover Sales       
• Develop and maintain sound relationships with Principals, Customers, DM, RMs, ASMs and AM's            
• Measure, track, and report on key sales metrics, including volume performance, numeric distribution, promotional effectiveness, and targets.    
• Drive numeric distribution 
• Returns management per channel (where relevant)
• Ensure implementation and co-ordination of POS materials, maintain brag albums, support promotional campaigns, and increase visibility of new product developments.
• Coordinate the rollout and monitoring of sales incentive programs to motivate and reward performance.    
• Oversee pricing and claims procedures

Act as coach for Clover sales personnel        

• Assisting in developing regional sales strategies.
• Drive understanding of Principal priorities, focus areas, and strategic objectives among the sales team.    
• Provide training and coaching to regional sales teams to ensure understanding of Principal focus and objectives.            
• Provide sales teams with necessary resources and tools.
• Offer guidance and mentorship to regional sales teams.