National Sales Manager – Emerging Markets Distributors at GlaxoSmithKline (GSK)

Job Purpose:

To initiate, plan and achieve GSK Consumer Healthcare’s ambition of becoming one of the most innovative, best performing and trusted Consumer Healthcare Companies in South Africa.   Develop and implement emerging markets route to market strategies and increase the distribution of GSK focus brands (Voltaren, Sensodyne & Centrum) whilst delivering against agreed annual business plan and sales targets. Manage distributors in markets and deliver consumption driven sales in accordance with GSK’s business plan through effective route to market plans. The role is responsible for delivering sustainable profitable growth

Scope

• South Africa
• Spaza’s (approx. 150k outlets), Independent outlets, Hawkers & others
• Assist the Traditional Trade Channel Head  in Identifying, developing and implementing the route to market plans to deliver GSK’s agreed sales, profit, distribution, pricing and promotional targets within the channel
• Track and identity distribution gabs in Spaza’s and develop plans to close gaps
•  Distributor Management
• New product launches (innovation)
• Coaching, Training and development of 3rd party staff
• Use our values and expectations to drive actions and decisions, role models values and expectations
• Embeds the five key attributes of the organization – Consumer & Customer obsessed, agility, growth mindset, execution powerhouse and digital, data and analytics at the core.

Essential Job Responsibilities:

• Team-player
• Execute route to market strategies by Region & Township
• Increase GSK spaza coverage and distribution
• Grow our brands ahead of the categories we compete in by market
• Effectively manage product distribution and supply in emerging markets, ensure adequate stoct cover, and merchandising of GSK brands in line with GSK guidelines
• Distributor Risk Management and Compliance – effective contracts and embed the TPO process
• Conduct training of distributor staff to improve sales force effectiveness 
• Execute in market channel promotional plans and align with Customer and Brand Team

Sales Performance

• Track, monitor and analyse distributor sales performance – distributor stock and stock in trade
• Execute market promotional plans to improve performance and close distribution gaps
• Track and monitor pricing in market and feedback on competitor activity
• Drive profitability by  improving portfolio mix and effectively manage distributor spend
• Flawlessley execute in-market new product launches and align with marketing, commercial excellence and customer team

Complexity

• Ability to work in an internal matrix environment with the Customer, Brand and Commercial Excellence team to ensure all opportunities are capitalized on.
• Managing a wide portfolio of products in the GSK range of Oral Care
• Ability to work in high risk areas – Townships

Innovation

• Identify new business opportunities which will have a positive effect on the region and the company.
• Use all available data to maximise sales within each market.
• Initiate ideas and concepts that will drive the sales.

Corporate Governance

• In-depth knowledge of products.
• Understands and abides by GSK policies and procedures.
• Conducts Management Monitoring
• Is a respected individual with GSK customers and staff.
• Use our values and expectations to drive actions and decisions, role model values and expectations
• Embeds the five key attributes of the organization – Consumer & Customer obsessed, agilty, growth mindset, execution powerhouse and digital,data and analytics at the core.

Qualifications:

• A university degree.
• 3 to 10 years Customer management/ Sales management/ Customer marketing experience with at least 3 of those in a middle management.
• Good communication and interpersonal skills.
• Analytical skills.
• Numeracy and finance skills.
• Strong commercial understanding / experience.
• People management experience

Job Factors: 

Knowledge:

• Professional selling skills
• Product knowledge
• Territory & Customer management skills
• People management skills
• Prospecting skills - Sound knowledge of S.A.’s F.M.C.G. trading environment from a field sales, national account and a expert selling perspective.
• Partnership building skills.
• Negotiation skills
• Presentation/communication skills.
• Analytical skills - an ability to analyse industry competitors through use of available data.
• Net Revenue Management – Trade Investment and Promotional Management
• A thorough knowledge and understanding of GSK’s corporate policies and procedures.