Area Sales Manager (KZN) - Westville at RCL Foods

Job Description    
At RCL FOODS we see and do things differently, we think bigger, work smarter and as a team collectively work towards achieving our ambition, to Grow What Matters! 

RCL FOODS is on the hunt for a logical thinking Area Sales Manager who is innovative and great at problem solvingto join the Growth Division. The Area Sales Manager will report to the National Operations Manager and the role will be based at Westville.

The purpose of the role is to:

• Drive growth of RCL FOODS portfolio at an outlet level via a targeted field team to maximise ROI.
• Monitor and co-ordinate team successful conversion/compliance of targets and meeting business SIA targets.
• Ensure the field team deliver on call processes/brilliant basics and content management.
• Achieve a 100% strike rate callage on jewel sites/regional customers contact points as per the OTM ranked contact strategy.
• Ensure the field team gain new sites & new SKU’s within the territory.

Minimum Requirements    

• Matric is mandatory, coupled with a Degree in Management, Business Administration and/or Marketing. Other commercial based qualifications at same level also acceptable.
• Computer literacy (MS Office and Fieldko – Salesforce/BI).
• Valid Code EB drivers’ license.
• 3 to 5 years' experience in a marketing and sales function and managing complex and/or significant customer relationships.
• Understand company economics (supply and demand) and sales and marketing principles and methodologies.
• 5 years’ experience in bakery/deli channel advantageous.
• The ability to travel as the individual will be responsible for the Western Cape, Eastern Cape and KZN.

Skills Required:

• Training and coaching skills.
• Sales planning skills.
• Organisational and time management skills.
• Leadership and motivational skills.
• Delegation and communication skills.
• Active listening skills.
• Analytic and critical thinking skills.
• Problem solving.

Duties & Responsibilities

Customer Relationship Management

Manage Area account Relationships:

• Execute the territory strategic growth objectives by delivering the strike rate requirement by team member that allows the addition of SKUs at an Outlet level. Deliver on National Account, Channel and Regional Plans.
• Build and maintain a reputation as RCL FOODS leading Culinary Expert on your Regional Customers’ outlets processes and their operational needs.
• Review territory performance, deliver targets and develop joint business plans to improve effectiveness.

Lead the Brand Consultant Teams in your Region:

• Execute the territory sales strategy as aligned Functional area growth strategy plans.
• Generate leads regarding prospective contract opportunities and, together with the National Operations Manager, drive deal closure.
• Implement and manage Quarterly Focus areas; as well as deliver on annual Growth Strategy targets.
• Ensure Brand Consultant team deliver improved On-Shelf preparation Quality of the complete RCL FOODS portfolio.
• Maintain the Outlet Targeting Model (OTM) for your territory.
• Ensure new product distribution targets are always met by your teams.
• The route planning for your team’s territories will be a significant part of your role as it must be coordinated in line with the requirements and priorities of the contact strategy.
• The majority of your time will be spent with one-on-one training, coaching and advising your team with the goal of increasing their strike rates and adding value to our customers.
• Monitor staff performance and give regular feedback. Weekly and/or monthly/quarterly.

Customer Relationship Management:

• Maintain and expand the customer base by building and maintaining good relationships with key jewel customers and recognising new customer opportunities.
• Develop large site strategies to deliver Growth Strategy targets in conjunction with National Operations Executive.
• Gather area market information in key regional accounts.
• Coordinate area resources in line with customer plans in order to achieve strategic objectives (pre-call planners; survey compliance etc).
• Resolve escalated customer queries and issues professionally and in the best interest of all parties.

Marketing Management

Marketing and Promotion:

• Through your team you will be highly involved in the activation of promotional activities at an outlet level in your region. The key is to ensure your team deliver against the cycle briefs and are timeous with their placement and training.
• Manage deployment of promotional equipment and promotion POS in the team territory.

Pricing Guidelines Management:

• Track RCL FOODS brand and competitive prices across customers.
• Evaluate and monitor competitors and their activities and formulate proactive responses when required.

Supply Chain and Distribution Management:

• Address area stock availability issues with the Trade - Area Sales Managers/Vector Regional/or Area Sales Manager/outlet contact point.
• Regular structured meetings and work collaboratively across internal cross-functional teams to ensure alignment of targets and behaviour within your assigned territory.

Budget Management:

• Drive the achievement of the area sales targets in terms of volume and promotional execution targets.
• Control area sales costs.