National Sales Operations Manager: Culinary at Tiger Brands

THE JOB AT A GLANCE

You are accountable for key account and sales execution across your portfolio. You lead the development and execution of effective sales strategies and initiatives that will maximise and capitalise on sales opportunities.  In close collaboration with the Customer Marketing and Customer Management teams, you lead the team of regional sales managers and coordinate the activity of TBFS and Sales Agents to achieve our growth targets.  You are dedicated towards improving the capability of our sales teams and creating a great place to work.

RESPONSIBILITIES

WHAT YOU WILL DO

• Understand the customer, category, competitive and business trends to develop, implement and monitor a national sales strategy that includes sales activity plans and budgets with objectives and key performance indicators.
• Manage gross profit, net sales value and volume in terms of on-going analysis, investigation and reporting on sales information.
• Ensure everyday great execution by directing the activities of the sales teams.
• Develop specific targets that are aligned to regions and sales agents, ensuring that all teams are motivated to attain their targets.
• Conduct daily monitoring of sales activity and store audits and take appropriate corrective action where necessary.
• Compile and manage the national sales budget, including Field Sales expenses.
• Develop, monitor and maintain clearly communicated scorecards, standard operating procedures and standards that reflect business strategic objectives.
• Through the joint planning process, develop and manage the implementation of sales initiatives in the commercialization of innovation projects.
• Work with the Customer Operation’s Manager to develop a coverage strategy and formulate representative call cycles that ensures maximum representation based on store contribution that optimizes productivity.
• Ensure that merchandising is planned and conducted to brand and store demands.
• Monitor and control discounts.
• Monitor and measure activation on shelf by region and customer.
• Ensure the implementation of point of purchase drivers.

WHAT YOU WILL BE MEASURED ON

• Overall net sales target and volume
• Market share /forward share/ distribution
• Customer profitability
• POP effectiveness and pricing strategy
• Customer Satisfaction
• Effective cost containment
• People Development (% of team meeting targets)

QUALIFICATIONS

WHAT YOU’LL BRING TO THE TABLE

Competencies

• Leading with Vision – you are an expert at keeping the sales vision on track, motivating the sales team to achieve the sales vision goal and providing your team with overall direction.
• Owning It – you are the direct connection between the product and the customer. You consistently demonstrate and proactively deliver a thorough understanding of sales strategies, tactics and initiatives.
• Driving Long Term Results– you are fixated on hitting sales targets and driving sales operational excellence but you also look beyond today’s problems.
• Developing Myself and Others –you find ways to grow and develop the capability of the sales teams.

Experience

• Over 5 years’ sales management/operations experience
• Extensive trade experience in FMCG preferably in a customer management role
• Finance sales experience (promotional budgets, trade budgets, revenue forecasting, etc.)
• Experience managing sales teams (including field sales)