Regional Sales Manager - Cape Town & Eastern Cape at Danone

ABOUT THE JOB

• To effectively develop and manage sales and merchandising within an assigned area, ensuring that sales growth targets are met. This role will also have the responsibility to guide, mentor and train Field Sales Execution Managers to ensure operational excellence and effectiveness, as well as maintain strong relationships with service providers, suppliers, and customers within the region.

ABOUT YOU
KEY AREAS OF RESPONSIBILITY 

 Planning for Sales Effectiveness

• Develop a quarterly action plan for implementation, based on the overall sales growth plan
• Approve the objectives of the team, and ensure their alignment to meet the set targets
• Investigate and integrate consumer, shopper, customer and channel insights to identify growth opportunities and propose action plans to influence shopper behavior
• Contribute to both the brand Image and customer service orientation in the outlets
• Understand the category health and nutrition benefits, and brand attributes to enable effective in-store  execution.

Sales Execution

• Conduct regular market visits to check route coverage, competitor activity, and continuously search for new opportunities in order to increase sales in the region
• Provide distributors and customers in the region with information about new or improved products and services in order to improve sales in the region
• Ensure the achievement of sales objectives while, detecting and proposing development and growth opportunities
• Contribute to the planning of merchandising initiatives in the area, and manage the merchandising services
• Liaise with Supply Chain to guarantee the order fulfillment in compliance with guidelines and priorities
• Effective management of Point of Sale
• Ensure volume targets are achieved
• Effectively manage all depot’s in your region

Policies and process

• Adhere to the  Work in Safe Environment (WISE) policy at all times
• Coach the team on relevant  aspects of (WISE) procedures  to ensure that they are able to adhere to WISE at all times
• Be responsible for the proper usage  and management of tools and technology
• Adhere to relevant company policies at all times

 Relationship Building

• Conduct monthly visits with the team to customers within the region
• Engage with customers regularly to develop positive working relationships that will assist to influence sales
• Develop internal relationships with Commercial, Supply Chain, Marketing and Finance to enable smooth sales execution
• Conduct weekly sales meetings with the team to keep track on progress against targets
• Align with the Key Account Managers, to ensure alignment to the overall objectives in the region
• Manage relationships with our customer’s regional and area managers, including regular meetings and feedback
• Maintain the lines of communication with the Sales Strategy and Planning Department

 Management and Leadership

• Manage and motivate the team in the delivery of team objectives
• Conduct internal performance management and IDP processes fairly and consistently, resulting in transparent succession planning and specific development areas
• Recruit for vacancies within the team
• Facilitate the setting of team objectives
• Mentor and coach team members in the usage of key sales fundamentals and principles , and as required

Finance and Budget

• Develops budgets in conjunction with sales plans to achieve or exceed the annual sales objectives for the region
• Monitor and control the sales budget and track operating costs to ensure optimum utilization of resources in the region

ACADEMIC AND TRADE QUALIFICATIONS

• 3-year Sales,  Marketing or Business-related qualification

WORK EXPERIENCE AND SKILLS

• Minimum of 8 years field sales experience,  preferably in the Dairy industry or FMCG
• Proven track record in field sales
• Minimum 3 years’ experience in managing a field sales force
• Sound knowledge of sales and sales administration processes
• Customer, Category and Channel Knowledge
• Commercial acumen, with previous experience in sales forecasting and budgeting
• Advanced communication skills (written, oral and listening)
• Previous conflict management experience
• Time Management
• Team Management
• Proven negotiation and selling skills

PERSONAL CHARACTERISTICS AND BEHAVIOURAL TRAITS

• Flexible and adaptable to change
• Problem solving ability
• Interpersonal skills
• Strong leadership abilities
• Goal-oriented, with a commitment to achieve targets
• Action-oriented
• Creative
• Ambitious and driven to succeed
• Passionate about the product / product portfolio
• Ability to stay focused and clear-minded under pressure
• Resilient