Head of Field Sales – Northern Division at KWV

About the job

• Purpose: The Head of Field Sales – Northern Division is directly and indirectly responsible for delivering annual sales volume and revenue targets through the field sales mechanism across the northern region (e.g., Gauteng, North West, Limpopo, Mpumalanga) of South Africa. This includes managing and developing regional sales managers and their teams, aligning field execution with strategic objectives, and ensuring operational excellence. The role also entails strong cross-functional collaboration with Trade Marketing, Key Accounts, and HR to drive execution and talent performance in the field. Additionally, the role acts as a strategic conduit between the field and head office, championing initiatives that improve market execution and commercial outcomes.

Minimum Requirements:

• Bachelor’s Degree: A bachelor’s degree in business administration, sales, marketing or a related field is required. An MBA or other advanced degree is advantageous. 
• Sales Management: Minimum of 5 years of experience in sales management or equivalent sales level role, minimum of 10 years of sales experience, preferably within the liquor industry.
• Team Leadership: Proven record of accomplishment of leading and managing large sales teams.
• Channel Management: Experience in managing off-trade & main market liquor channels.
• Market Knowledge: In-depth understanding of the South African liquor market and its dynamics.
• Strategic Planning: Demonstrated ability to develop and execute effective sales strategies.
• Budget Management: Experience in managing financial budgets effectively.
• Technology Management: Ability to manage technology and systems to support sales operations.
• IT Literacy: Proficiency in IT literacy and the ability to work on multiple platforms.
• MS Office Proficiency: Proficiency in MS Office or similar programs.
• Client Relationship Management: Ability to maintain strong client relationships.
• Industry Experience: Proven record of accomplishment within FMCG or similar industries

Behavioral Competencies:

• Leadership: Strong leadership skills to inspire and guide a large team across multiple regions.
• Strategic Thinking: Ability to develop and implement strategic sales plans.
• Analytical Skills: Proficiency in analyzing sales data and market trends to drive decision-making.
• Communication: Excellent verbal and written communication skills for effective interaction with team members, management, and customers.
• Relationship Building: Strong ability to build and maintain relationships externally with key customers and stakeholders, as well as internal stakeholders.
• Results-Oriented: Focused on achieving sales targets and driving business growth.
• Adaptability: Ability to adapt to changing market conditions and adjust strategies accordingly.
• Problem Solving: Strong problem-solving skills to address challenges and seize opportunities in the market.

Skills Required:

• Sales Techniques: In-depth knowledge of sales techniques and best practices.
• Negotiation Skills: Strong negotiation skills to close deals and manage client relationships.
• Market Analysis: Ability to conduct thorough market analysis and to develop and leverage insights from data, for planning.
• Financial Acumen: Understanding of financial principles and budget management.
• Customer Relationship Management (CRM) Systems: Proficiency in using CRM systems to manage customer data and sales activities.
• Data-Driven Decision Making: Ability to analyze data and use insights to inform sales strategies.
• Project Management: Strong project management skills to oversee multiple initiatives and ensure timely execution.
• Compliance and Regulatory Knowledge: Understanding of compliance and regulatory requirements within the liquor industry.
• Product Knowledge: Comprehensive knowledge of KWV’s product portfolio, competitive portfolio’s and the broader liquor market.
• Communication Skills: Excellent written and verbal communication skills.

Job Summary:

• Drive Sales Volume & Revenue Growth: Lead the development and execution of regional field sales strategies to achieve volume, revenue and gross profit targets. Optimize route-to-market efficiency, monitor key performance metrics, address performance gaps, and ensure accurate forecasting and proactive customer engagement.
• Team Leadership & Talent Development: Provide inspirational leadership to Regional Sales Managers and field teams. Drive recruitment, coaching, and career development in partnership with HR, while fostering a high-performance, results-driven culture.
• Market Penetration & Share Expansion: Identify growth opportunities through market analysis and implement region-specific plans, promotions, and pricing strategies. Drive brand presence and sales expansion into under-served markets to increase market share.
• Field Sales Operations Excellence: Deliver exceptional in-store execution and customer engagement. Oversee third-party merchandising to maximize brand visibility and ensure full compliance with company policies and regulatory standards.
• Customer Relationship Management: Serve as the senior point of contact for key regional customers, fostering customer advocacy and trust in KWV’s brand. Leverage customer insights to enhance service and drive strategic decision-making.
• Cross-Functional Collaboration: Partner with Trade Marketing, Key Accounts, Finance, and HR to align field execution with brand campaigns, customer strategies, and talent initiatives. Support data-driven decisions and ROI-focused performance tracking.
• Financial Responsibility: Own the delivery of volume, revenue, and gross margin targets for the Northern Region. Manage Opex and A&P budgets effectively, ensuring alignment with strategic KPIs and profitability goals. Contribute to annual budget planning within set timelines.