Regional Sales Operations Manager: Food Service at Tiger Brands

THE JOB AT A GLANCE

You are accountable for sales execution in your region. You lead the implementation of sales strategies and initiatives that will maximise and capitalise on sales opportunities in your region. In close collaboration with the Marketing, Category and Customer teams, you need to achieve your sales targets through the delivery of customer and consumer propositions at the point of purchase. You co-ordinate the activity in your region.

Responsibilities
WHAT YOU WILL DO

• Translate the National Customer Plans into a regional sales operation plan
• Support and implement the marketing, brand and key account plans within the respective regions, to ensure achievement of budgeted value and volume objectives at a regional level
• Plan and direct the activity of the regional sales teams (including contracted sales and merchandising agents) ensuring that all teams are motivated to attain their targets
• Monitor regional sales activity and success rates and take appropriate corrective action where necessary
• Manage gross profit, net sales value and volume in terms of on-going analysis, investigation and reporting on regional sales information
• Ensure on-shelf presence and stock pressure across the designated customer base
• Manage the regional sales budget, including expenses
• Monitor and maintain clearly communicated scorecards, standard operating procedures and standards
• Ensure that merchandising frequency is planned and conducted to brand and store demands
• Monitor and measure activation on shelf by customer
• Develop and implement point of purchase drivers
• Conduct formal trade visits, product & category knowledge training and formal testing bi-annually
• Evaluate the field sales business model and coverage at least once a year
• Manage the returns policy and procedures

WHAT YOU WILL BE MEASURED ON

• Overall net sales target
• Market share / forward share / distribution
• Customer profitability
• POP effectiveness and pricing strategy
• Customer Satisfaction
• Effective cost containment

Qualifications
WHAT YOU’LL BRING TO THE TABLE

Competencies

• Influencing Others – you are an expert at motivating the regional sales team to achieve the sales vision goal and providing your team with overall direction
• Owning It – you are passionate about sales and have a clear understanding of the factors that drive them. You are the connection between shopper and product and you rally cross-functional teams to meet their needs at the point of purchase
• Driving Long Term Results – you are fixated on hitting sales targets and driving sales excellence, but you also look beyond today’s problems
• Developing Myself and Others – you find ways to grow and develop the capability of the field sales teams
• Staying a Step Ahead – you have a comprehensive understanding of innovations that will elevate our sales game

Experience

• Over 5 years’ sales experience
• Experience in FMCG Food Service industry
• Finance sales experience (budgets, forecasting etc.)
• Experience in managing field sales teams
• Relevant post matric qualification