District Sales and Merchandising Agent at Vector Logistics

Job Purpose

• To be an effective sales and merchandising agent to retail, franchise and wholesale customers by maintaining regular contact and providing relevant solutions based on a clear understanding of the Customer's business, the macro environment and the principal's products.

Key Responsibilities

Customer Engagement

• Where not defined, establish an effective route plan to achieve maximum call rate efficiencies each day for the month.
• Conduct research, preparation and planning to achieve the relevant objectives for both Vector and the customer.

This includes:

• Analysis of the customer’s micro (business objectives, operational capacity, storage facilities, wastage etc) and macro environment (trends, competitors, economic climate etc).
• Analysis of Principal products and capabilities so that the right solutions can be matched to the gaps or opportunities found in the customer analysis.
• Execute Principal priorities for the month.
• Ensure successful promotional compliance and implementation.
• Revert on stores that are non-compliant re promotional activities.
• Securing the necessary resources to demonstrate to the customer the relevant solution (e.g. products needed for demonstrations, financial tools, product brochures etc.)
• Based on the above analysis, put together a monthly planner that shows potential revenue and new line listings, by customer, to deliver against set targets. Where relevant use the IT system to assist in monthly planning.
• In call, follow up previous sold solutions and present new opportunities based on real insight from the research and analysis done.
• Take orders of new line listings and other relevant solution products.
• Launch new products into assigned customers.
• Conduct planned promotions with assigned customers.
• Drive volume deals or deals provided by Principal key accounts managers with assigned customers.

Feedback

• Provide quality feedback to the supply chain and other relevant functions when required as well as when there is pertinent information (i.e. competitor activity).

Customer Relationship Management

• Maintain and expand the customer base by building and maintaining good relationships with key customers and recognizing new customer opportunities.
• Understand key customers’ operations and strategies as well as their requirements and trends.
• Gather area market intelligence.
• Ensure the customer service policy is rigidly implemented and maintained.
• Resolve escalated customer queries and issues professionally and in the best interest of all parties.

Supply Chain and Distribution Management

• Address area stock availability issues with depots.
• Oversee the area order taking and waste management process.
• Achieve New Product Development (NPD) & Depth of Distribution (DOD) target within 8 weeks of launch in line with the project plan and provide feedback on non-compliant stores.
• Ensure that you implement a daily pre-call planning schedule with clear objective that you need to achieve the following day on stores you need to visit.
• Pre-Call planning document should always be with you and be able to present to your manager or principal on request.

Managing short-dated stock

Analyse monthly queries and complaints (QNC) report on short-dated stock.

Provide your regional sales manager with monthly feedback.

Zero expired stock to be found on shelf.

Ensure your staff log short-dated stock within the principal requirements.

Team Coordination and Self-Management

• Champion training and development of self and others through utilizing available training opportunities.
• Demonstrate willingness to help others and “go the extra mile” to meet team targets and objectives.
• Follow through to ensure that quality and productivity standards of work are consistently and accurately maintained.
• Inform relevant parties in the event of tasks or deadlines not met, the potential risks thereof and provide appropriate resolution.
• Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.
• Manage colleagues and clients’ expectations and communicate appropriately.
• Participate in and drive regular performance appraisals and ensure that own targets and goals are clear and achievable.
• Support and drive the business core values.
• Take ownership and accountability for tasks and activities and demonstrate effective self-management in terms of planning, prioritizing, and self-development.
• Call on customers as per the defined cluster list and adhere to Service Level Agreement (SLA) of 80% collage.
• Management and control of capital and operating costs and all immoveable and moveable assets within the scope of responsibility.
• Utilize Power BI reports to your advantage in terms of stock management, sales target and returns.
• Maintain a basic appreciation and awareness of employee relations climate and ensure corrective action is taken where required in line with relevant legislation and company policy.

Budget Management

• Drive the achievement of the area sales budgets in terms of volume.

District Team Supervision

1. Supervise merchandisers in respective stores by checking daily attendance, shelf health adherence and all tasks loaded on Handheld Technology (HHT) is captured as per deadline requirements.
2. Effective management of company cell phones and monthly reporting and feedback on any losses.
3. Facilitate staff leave requests and general time management issues in line with organizational deliverables and standards.

KPI’s

• Time to answer customers’ requests (response time to request).
• Calls per day SLA 80% collage.
• Call focus on strategic customers.
• Drive sales volumes and value growth.
• Customer contact coverage.
• Employee supervision.

Key Relationships

Internal

• Customer team.
• Operations Team.
• Customer Service Centre team.

External

• Existing and potential retail, franchise and wholesale customers.

Qualifications, Skills and Experience Required for the Job

Qualifications and Experience

• Matric.
• Marketing and sales degree or diploma (preferable).
• Valid Code EB drivers’ license.
• 1 to 2 years direct selling experience.

Skills and Competencies

Skills

• Achieving sales, profitability, and budget goals.
• Analytical thinking.
• Computer literacy (MS Office and Digital applications).
• Direct selling.
• Interpersonal skills to effectively communicate, interact, and work with individuals and groups.
• Logical thinking.
• Planning and organization.
• Problem solving.
• Verbal and written communication.
• People management.