L'Oreal SA_ National Field Sales Manager(CPD) at L'Oréal

Job Purpose

• The National Field Sales Manager is responsible for the strategic leadership and operational excellence of the Field Sales organization across South Africa. Your mission is to translate the division’s commercial strategy into flawless execution at the point of sale (POS). You will lead a high-performing team to ensure that L'Oréal brands (such as L'Oréal Paris, Maybelline, Garnier, and Dark & Lovely) achieve maximum visibility, availability, and market share growth across all retail channels.

Key Responsibilities

Strategic Field Leadership

•  Execution Strategy: Define and implement the national field sales strategy, ensuring alignment with the overall CPD commercial objectives.
• Resource Optimization: Structure and deploy the field force (direct or outsourced) to ensure optimal coverage of high-priority stores and regions.
•    Budget Management: Manage the national field sales budget, ensuring a high Return on Investment (ROI) for all in-store activities.

Operational Excellence (The "L'Oréal Way")

•   Perfect Store Execution: Drive the "Perfect Store" pillars: Availability (OSA), Visibility (Planograms), Pricing compliance, and Promotion execution.
•    In-Store Visibility: Negotiate and secure secondary placements, gondola ends, and cross-merchandising opportunities to outpace competitors.
•   Launch Excellence: Ensure 100% speed-to-market for New Product Innovations (NPIs) across all South African provinces.

Team Management & Development

•   Leadership: Lead, coach, and inspire a team of Regional Field Managers and Field Sales Representatives.
•  Performance Management: Set clear KPIs (Sales targets, strike rates, share of shelf) and conduct regular performance reviews.
•  Talent Pipeline: Identify and groom future sales talent within the organization, fostering a culture of excellence and accountability.

Data & Digital Transformation

•  CRM & Reporting: Leverage CRM tools (e.g., Salesforce or internal L'Oréal apps) to track real-time field data and provide actionable insights to the Commercial and Marketing teams.
•   Market Intelligence: Monitor competitor activities, pricing shifts, and retail trends within the South African market to proactively suggest course corrections.

Stakeholder Management

•   Cross-Functional Collaboration: Work closely with Key Account Managers (KAMs), Trade Marketing, and Supply Chain to ensure stock availability aligns with promotional calendars.
•   Retailer Relationships: Maintain strategic relationships with regional heads of major South African retailers to facilitate smooth operational execution.

Requirements & Qualifications

Education & Experience:

•  Degree: Bachelor’s degree in Business, Marketing, or a related field (Masters or MBA is a plus).
•  Experience: 8–10 years of experience in Sales or Trade Marketing within the FMCG sector, with at least 3–5 years in a senior leadership role managing a large field force.
•  Market Knowledge: Deep understanding of the South African retail landscape (Modern Trade, Pharmacy, and Wholesale).

Technical Skills:

•  Proven track record of driving sales growth through field execution.
•  Advanced analytical skills (ability to turn data into commercial "wins").
•  Proficiency in CRM software and advanced Excel.

Soft Skills:

•  Entrepreneurial Spirit: A "test and learn" mindset with a passion for winning.
•  Resilience: Ability to thrive in a fast-paced, high-pressure environment.
•  Communication: Exceptional negotiation and influential leadership skills.