Area Sales Manager - Border region at Twizza (Pty) Ltd

Job description

Develops an Area Sales Plan to achieve to support an annual Regional Business Plan:

• Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories, projecting expected sales, revenue, volume and profit for existing and new products.

Drive Area Sales Revenue to achieve Revenue Rand per case:

• Ensure effective Call Cycle Management through planning and outlet reach to unlock alternate RTM channels through field operations
• Ensure that the correct administration and removal of all returns / damages is adhered to within your region according to the relevant policy
• Ensure the effective flow of the distribution process within your region take appropriate measures where needed

Sustainable Profitability to achieve targeted Sales EBITDA:

• Understand and apply the different sales and profit levers in Twizza (i.e. product mix, pricing, promotional strategy, channel mix and differentiation, up-selling and cross-selling).

Execution of Area Sales Budget and ensure stringent measures to control costs remain with Approved Budget:

• Determine Actual Rand Value Fixed, Variable, Secondary Costs as a % of Budgeted Rand Value Fixed Cost, Variable, Secondary Costs with monthly analysis and future projections

Stakeholder Management by influential relationships internally and externally:

• Collaborate and influence decisions with RSMs, DMs, Channel, Key Strategic Customers, 3rd party Service Providers, Distribution Partner

People Leadership through engaged Onboarding, Performance Management, Targeted Coaching.

• Engage Area Sales teams through active listening and Coaching feedback, fair Performance Reviews, identifying top talent for succession and accelerate development through meaningful individual growth plans for your Area.

What demonstrated competencies are key to success in this role?

• Driving for Excellence - Takes responsibility for achieving agreed outputs within set deadlines and persists until successful outputs are achieve
• Decisive Team Leadership - Makes decisions within his/her own span of control, recognizes issues requiring more advanced judgement and refers them to the appropriate level.
• Innovation - Takes initiative and seeks opportunities to originate action.    
• Effective Communication - Delivers oral/written information in a timely, clear, organized and easily understood manner, ensuring written material does not require corrections or editing by others. 

Minimum requirements

• A B-degree/Diploma in the Commercial field.
• 3 years Sales Leadership in the FMCG industry at mid-senior management level.
• Extensive knowledge of Field Sales Management /Key Accounts/ Trade Marketing, Distribution
•  Extensive knowledge of building Territory Plans & Budgeting.
•  Basic knowledge of Contracts & Commercial Law.
• Sound, proven knowledge in managing an Income statement.
•  Knowledge of Market Intelligence - Nielsens/ Ask'd and Trade Intelligence reports and data.
•  Proven track record actively in the trade: On-Premise, Liquor Industry
•  Leadership in Performance Management/ Coaching / Developing Talent in teams.