Regional Sales Manager at Kontak Recruitment

• A fast-growing FMCG distributor operating in the nicotine and vaping category across Southern Africa is seeking a Regional Sales Manager to lead sales performance across the Inland region. The role is responsible for growing revenue across retail, wholesale, forecourt and independent trade, managing major key accounts and leading a geographically dispersed field sales team. It combines regional planning and commercial reporting with hands-on work in the field and with buyers. The successful candidate will report to the National Sales Manager and be based in Johannesburg or Pretoria.

Minimum Requirements:

• Valid driver’s licence, own reliable vehicle and willingness to travel extensively across the region.
• At least five years’ regional sales management or senior key account management experience in FMCG.
• A proven record of sales growth, supported by figures and a clear explanation of personal actions and results.
• Direct accountability for growing annual regional revenue of at least R30 million.
• Experience leading a field sales or merchandising team of at least five people.
• Experience managing a large, geographically spread territory and delivering results under sustained pressure.
• Direct experience managing major retail accounts such as SPAR, Pick n Pay and/or Shoprite at buyer or regional decision-maker level.
• Experience selling into and growing major forecourt group accounts.
• Strong results in independent trade and wholesale channels.
• Experience opening new accounts and developing business, as well as managing established accounts.
• Commercial understanding of margin, pricing, trading terms and their impact on profit.
• Confidence interpreting sales data, preparing regional forecasts and reporting to senior leadership.
• Relevant qualification, such as a BCom in Marketing, Sales or Business Management, an NDip, or equivalent.

Duties and Responsibilities:

• Own regional sales targets and revenue performance across Gauteng, North West, Free State, Mpumalanga and Limpopo.
• Build and execute territory plans across all provinces and sales channels.
• Identify and pursue growth opportunities in retail, wholesale, forecourt and independent trade.
• Prospect for new business, pitch to prospective accounts and secure new customers across the region.
• Monitor competitor activity, pricing and product range, responding quickly to protect the business’s position.
• Manage and grow relationships with SPAR, Pick n Pay, Shoprite and forecourt groups at regional buyer or decision-maker level.
• Negotiate ranging, promotional activity and trading execution with key accounts.
• Ensure key accounts receive strong service, including product availability, compliance, share of shelf and relationship management.
• Resolve account escalations and disputes promptly and professionally.
• Grow volume and distribution through wholesale and independent trade, building relationships that support ranging and repeat orders.
• Maintain pricing, credit and stock discipline across independent and wholesale accounts.
• Lead, coach and develop field sales representatives and merchandisers across the Inland territory.
• Set individual and team targets, conduct performance reviews, coach through field accompaniments and address underperformance.
• Recruit and onboard new team members as the region grows.
• Plan call coverage and route efficiency across the territory to maximise productive selling time.
• Monitor product ranging, availability and visibility across trade channels, as well as sell-through, stock holding and returns.
• Uphold in-store execution and brand standards through merchandising and audits.
• Prepare accurate weekly and monthly sales reports for the National Sales Manager.
• Provide regional forecasts to support production planning and stock allocation.
• Track and report on revenue, coverage, new accounts, key account growth and debtor performance.
• Work with Finance on credit risk and debtor discipline in the regional account base.
• Collaborate with Marketing on regional promotional calendars and trade activation.
• Partner with Operations on product availability, lead times and fulfilment for regional accounts.