Regional Manager (Modern Trade) at Diplomat Distributors

Job Purpose:

• To implement and drive the sales strategy and action plans for Modern Trade. The region-specific plans shall be aligned to the overall Diplomat strategy and support the profitability and vision of the company.
• Facilitate and enable meeting of sales targets and revenue margins within budgetary constraints and in compliance with the trading standards and parameters/criteria set by the supplier/vendor.
• This role includes the managing of execution and implementation of merchandising standards and ensure compliance with Diplomat SA's policies, practices and procedures.
• The position manages and oversees the regional merchandising function that will ensure that all customers receive an excellent merchandising service in order to facilitate sales.

Key Responsibilities:

• Ensure all expenses are within the regional sales budget.
• Manage the costs and budget of the regional merchandising and sales teams.
• Consistently achieving sales targets.
• Channel management and growth
• Market share growth.
• Ensure all expenses are within the regional sales budget.
• Communicate the business strategy and the impact on sales targets and revenues and ensure buy-in by all concerned.
• Develop and implement action plans to grow the regional customer base and increase revenue.
• Assist with the forecasting during times of product and price changes.
• Support the finance team in debt collection and resolution of payment issues / claims.
• Share key customer, markets and competitor insights with the sales team.
• Product management and availability in stores.
• Effective people management / 3rd party agency influence.
• Leading the sales team through effective people management practices.
• Enable the merchandising and sales team to attend to first level customer queries.
• Assist in resolving high priority customer complaints regarding merchandising and sales services.
• Drive the perfect store plans and ensure alignment with Vendor requirements.
• Monitor and control customer service through monthly call cycles.
• Monitor call cycle visits to ensure customers are effectively serviced in terms of a merchandising and sales services.
• Identify, develop and build relationships with customers in the region to support and enable the business plans.
• Develop and demonstrate a thorough understanding of the customer's business.
• Ensure compliance to point of sale and price point for products and continuously communicate to all sales team members.
• Implement launches and promotions to increase sales of categories/product lines in own region.
• Monitor the set-up of displays in stores and execution of initiatives.
• Ensure compliance with merchandising and sales standards.
• Utilize regional market, customer and competitor information to analyze trends and effectively identify threats.
• Actively engage all areas of operation to facilitate support for the sales team to execute regional plans.
• Facilitate the commercial process for customers.
• Plan and conduct the induction process for new team members.
• Manage time and attendance of the regional sales team.
• Ensure compliance to all HR policies and procedures.
• Conduct effective workforce planning to ensure the regional sales team is staffed to capacity and all customers can receive an excellent service.
• Audit the department regularly to maintain merchandising standards.
• Conduct regular team meetings and involve trade marketing to inform brand updates.
• Manage the performance of the regional team to ensure outputs enable the achievement of the business plans.
• Conduct analysis of customer and sales metrics, costs and categories to inform business decisions.
• Mentor and coach the regional sales team to achieve sales targets.
• Manage and guide the merchandising and sales team through on the job training.
• Conduct training needs analysis for sales employees and implement train-ing interventions (brand promotion, counting shelf space, product knowledge, negotiation skills etc.).
• Build capacity within own team to ensure succession planning is effective
• Keeping up to date with competitors
• Business review with top customers once per month.
• Analyze regional market trends and discover new opportunities for growth
• Stay abreast of latest developments in the industry.
• Take responsibility for self-development through self-study, identification of learning opportunities.

Position Requirements:

• National Diploma or B Comm degree in Marketing or similar.
• 5 - 8 years Sales & Merchandising experience within the Modern Trade/Tier 1 environment of the FMCG industry.
• Minimum of 5 years in Regional Manager Modern Trade experience requisite (store level as well as DC/Regional level).
• Minimum of 3 years sales team management experience.
• Advanced knowledge of MS Office, including relevant Sales systems.
• Advanced skills in the following:
• Relationship building and communication
• Industry and product knowledge
• Business report writing & presentation
• Own vehicle with a valid driver's license.
• Must be based in Cape Town, Western Cape.
• Availability to travel as needed.