Field Sales Execution Manager (JHB) at Danone

ABOUT THE JOB

• To achieve sales targets in allocated areas, while maintaining strong relationships with fellow team members, service providers and all customers. This role will also drive in-store execution activities that achieve sales growth targets, while managing merchandising execution through merchandisers for defined customers and territories.

KEY AREAS OF RESPONSIBILITY
Planning for Sales Effectiveness: 

• Identify store objectives to achieve sales growth and volume objectives
• Investigate and integrate consumer, shopper, customer and channel insights to identify growth opportunities and propose action plans to  influence shopper behavior
• Compile an area business plan that is agreed with the Regional Manager and understood by the merchandisers and customers
• Contribute to both the brand Image and customer service orientation in the outlets
• Understand the category health and nutrition benefits, and brand attributes to enable effective in-store execution

 Sales Execution:

• Negotiate the implementation of the Danone objectives with customers, giving recommendations for increasing sales
• Use basic selling skills to reach a commercial agreement with customers
• Manage the outlet order processes by checking stock and stock control figures, negotiating the suggested order with the customer, and authorise volumes    
• Execute action plans in each outlet for sales growth 
• Ensure volume targets are achieved 
• Effectively implement in-store Point Of Sales objectives
• Manage merchandising standards to merchandisers and ensuring that merchandisers files are updated, and merchandiser order cards are completed
• Manage the back-up storage facilities to ensure that stock is properly always handled
• Put plans in place to rectify any deviations from Danone sales and merchandising standards
• Achieve sales and market share targets for the predefined area of customers within a specific geographic area

Policies and Process:

• Adhere to all Danone policies and procedures at all times
• Adhere to the Work in Safe Environment (WISE) Policy at all times
• Conduct relevant safety training with in-store merchandisers 
• Ensure compliance to personal protective equipment (PPE) at all times
• Be responsible for the proper usage and management of tools and technology

Controls:

• Manage in-store returns by adhering to the returns policies and procedures, reporting all returns, checking the returns book, and conducting maintenance on the returns book; ensuring that returns do not exceed the targeted percentage
• Effectively manage close-to-expiry stock to minimise the level of returns    
• Get the relevant authorization to move expired stock
• Analyse KPI’s and continuously close the gaps between results and objectives

Relationship Building:

• Manage store issues independently by ensuring positive working relationships with customers
• Manage the Field Sales Force and merchandising staff to maintain positive relations with customers
• Maintain the lines of communication with the Sales Strategy and Planning Department

Administration:

• Prepare call plans for complex calls 
• Complete sales administration such as preparing relevant reports and conducting surveys

ABOUT YOU
ACADEMIC AND TRADE QUALIFICATIONS:

• Matric
• Marketing or Business-related qualification will be beneficial
• 3 Years Sales Experience
• Sound understanding of the FMCG industry, with dairy focus being an advantage
• Previous experience in a customer and/or consumer focused role
• Commercial acumen
• Proven negotiation skills