National Sales Manager - Pet Specialty Retail at Mars

Job Purpose

To ensure sales results, execution, activities and strategies are aligned with the pillar’s KPI’s and operating plan; to drive the sales growth in Pet Specialty Retail (PSR) channel in South Africa through qualitative management of a geographically split PSR team.
To lead, develop and support the sales force to deliver profitable and sustainable results in PSR channel;
To ensure Royal Canin product sales, market share, brand awareness and customer’s loyalty are constantly growing in PSR channel in the assigned areas.
To build strategies for the future to grow the business .

What are we looking for?

• 5 – 7 Years Sales / marketing experience
• 3 - 4 years’ experience in managing large teams
• Strong commercial and financial acumen.
• Thorough understanding of Retail sales environment and marketplace.
• Thorough understanding of the Royal Canin brands within that environment.
• Ability to travel nationally 3 weeks of every month, in line with region sales contribution). Region responsibilities may be adjusted based on business requirements.
• Ability to travel internationally .

What will be your key responsibilities?

• Achieve profitable sales growth objectives within assigned region through leadership of a team of Business development officers .
• Achieve product penetration and focus objectives within assigned region
• Implement the Royal Canin sales strategy and sales process within the assigned region
• Coach and develop BDO team to help them build their business, achieve growth objectives and KPIs
• Develop a High-Performance Team Collaboration environment through engagement of direct reports, coach and develop team to meet current responsibilities and prepare them for personal and professional growth.
• Respond to elevated customer inquiries in a timely and professional manner.
• Attend trade shows, exhibitions and company meetings as required. Manage expense and trade budgets.
• Become thoroughly indoctrinated and knowledgeable on the RC product line and sales processes to apply knowledge to BDO team .

Implementing Sales & Marketing strategies within PSR channel

• Deliver the PSR channel annual volume and NSV targets in South Africa.
• Manage a portfolio of customer accounts and head office relationships .
• Define and drive action plan to deliver sales & marketing strategy in the field and ensure it is aligned with the overall growth of business objectives in PSR channel.
• Establish sales objectives by forecasting and developing annual sales quotas for the assigned area; project expected sales volume and profit for existing and new products.
• Implement field sales action plans to deliver excellence in field sales execution and monitor the quality of field force performance .
• Maintain sales volume, product mix and appropriate stock level by ensuring alignment with supply and marketing, changing trends, economic indicators, and competitors.
• Maintain and expand customer base through effective team management; building and maintaining rapport with key customers; identifying new customer opportunities.
• Develop and manage an efficient distribution network to improve sales performance; ensure effective collaboration with logistics partners and distributors is in place to maintain excellent level of customer service.
• Contribute sales information and recommendations to strategic plans and reviews.
• Implement productivity, quality, and customer-service standards in the assigned area.
• Determine area sales process improvements and implement change when required.
• Provide innovative ideas and suggestions to improve the market presence; participate in the development of creative promotional strategies to attract more customers. 
• Distributor/ logistics support- ensure 3rd party logistics providers / distributors submit periodic forecasts timeously. Monitor and report on sales results vs targets, oversee admin associated with sales functions, ensure effective roll out of marketing and sales promotional activities.
• Portfolio analysis to drive volume sales, profitability & market share
• Adopt a category mindset to drive sales

PSR Team Management

• Manage the team of national PSR Business development officers (BDO) .
• To coordinate at a tactical level with the other functions of the organization to ensure sales efficiency.
• Governance of sales operational requirements through managing associates and following up on work results.
• Ensure effective execution by the sales force of their KPIs within their respective regions.
• Manage the associates’ performance, evaluate their effectiveness and implement actions to increase it; provide timely feedback to the sales associates regarding their sales performance. 
• Ensure PSR team possesses the appropriate level of product knowledge to be able to maintain reputable scientific image of Royal Canin brands with customers and partners.
• Conduct sales plan review meetings with sales team on regular basis.
• Frequent field sales visits in respective regions. This will require travel on a regular basis and is therefore expected. Three weeks per month in field presence expected which may increase from time to time as deemed necessary by the Pillar Director or when operationally required. Travel to regions will be in line with the region’s contribution to volume sales.
• Minimum quarterly performance reviews with each direct report required

People Leadership and Engagement

• Build, manage and lead effective team by attracting, developing, retaining and motivating high-calibre associates.
• Build sales culture and sale centric atmosphere among the team members. 
• Be the centre of expertise for own team by sharing knowledge, mentoring and training them on the skills aligned with their development objectives, constantly develop and leverage capabilities within Sales function.
• Ensure associates within a team know their roles and responsibilities, performance standards and expectations.
• Ensure team members are engaged, motivated and encouraged to drive superior business performance both individually and within a team.
• Be the Engagement Champion of own team and drive continuous growth of engagement within a team through effective implementation and follow up of impact planning.
• Contribute to the development of solid talent pipeline through implementing effective Performance Development Process for direct reports.
• Role model adherence to the Five Principles and encourage living the Five Principles culture within a team.
• Build a vision for the pillar and team to thrive in a complex and changing environment.